What is the core principle of Collaborative Principled Negotiation (CPN)?
Winning at all costs
Focusing on positions rather than interests
Reaching a solution beneficial to both parties by emphasizing interests and value
Using aggressive tactics to dominate negotiations
Which of the following is NOT one of the four components of CPN?
Separate the people from the problem
Focus on positions
Invent options for mutual gain
Introduce objective criteria
Why is it important to separate people from the problem in negotiations?
To avoid emotional conflicts and focus on interests
To ensure one party dominates the discussion
To speed up the negotiation process
To make concessions more easily
What should negotiators do when emotions run high during a negotiation?
React immediately to emotional outbursts
Allow the other side to express their feelings without interruption
Ignore emotions and continue discussing terms
End the negotiation immediately
Which of the following is a fair procedure for resolving conflicts?
Letting the more powerful party decide
Flipping a coin to decide
Ignoring the other party’s concerns
Using threats to force agreement
According to Maslow’s hierarchy, which need must be satisfied before safety needs?
Esteem needs
Love and belonging needs
Physiological needs
Aesthetic needs
Which of the following is not one of Maslow’s seven categories of needs?
Aesthetic
Safety
Financial
Love
What can happen when an individual prioritizes personal gain over state interests?
Stronger international partnerships
Greater organizational loyalty
More transparency in negotiations
Potential damage to national interests
What does the "Law of Two-level Games" in international negotiations refer to?
Negotiations that only involve two parties
The interaction between domestic and international interests
A strategy where negotiators play two roles
A fixed set of negotiation rules
Active listening means interrupting the other party frequently to correct their statements.
True
False
People begin to pursue esteem needs only after self-actualization needs are fulfilled.
True
False
Personal, organizational, and national interests may sometimes conflict in negotiation.
True
False
Aesthetic needs only apply to artists and are irrelevant in negotiations.
True
False