SPTE 342 Exam 3: Principled Negotiations, Exams of Nursing

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SPTE 342 Exam 3

Wise Agreement - correct answer ✔✔Meets the legitimate issues of each side to the extent possible, Resolves conflicting interests fairly, Is durable, Takes community Interests into account Objective Criteria - correct answer ✔✔Wise Agreement, It should be efficient, It should improve or at least not damage the relationship between the parties Theory of Principled Negotiations - correct answer ✔✔Decide the issues based on their merits rather than the haggling process focused on what each side says it will and wont do. Method of Principled Negotiations - correct answer ✔✔Suggests Parties look for mutual gains wherever possible, and where interests conflict, the results should be based on fair standards independent of the will of either side What are positions? - correct answer ✔✔The stances we take. They are "The What" to a negotiation. What are Interests? - correct answer ✔✔The motivations behind people's positions. They are "The Why" to a negotiation. How to Identify Interests? - correct answer ✔✔1. Ask Why (Internal, External)

2. Ask Why Not Dealing With Interests - correct answer ✔✔1. Talk About Interests; make them come to life
3. Acknowledge their interests as part of the problem
4. Look forward, not backwards
5. Be concrete but flexible
6. Be hard on the problem and soft on the people

Who is the professor that said that Principled Negotiations is dealing with interests isn't necessary because people wont tell you their interests? - correct answer ✔✔Chris Provis The argument for positions? - correct answer ✔✔Research shows that concession making is an important part of negotiation Therefore positions play an important role in concession making? - correct answer ✔✔Because of their open, explicit nature, positions perform Since interest are more general and abstack, interest based concessions may be difficult to recognize - correct answer ✔✔We need positions to negotiate The problem with Options - correct answer ✔✔Premature Judgments, Search for Single Answers, Assumption of a fixed pie, Solving their problem is their problem. 4 strategies to create multiple options for mutual gain - correct answer ✔✔Separate the act of inventing option from the act of judging them. Broaden the Options. Search for mutual gains. Make their decision easy. Broaden their options - correct answer ✔✔Shift between general and specific. Eyes of Different Experts. Invent Agreements of Different Strengths. Change the scope of the agreement. Search for Mutual Gains - correct answer ✔✔Identify Shared Interests. Dovetail Differing Interests. Three keys to Objective Criteria. - correct answer ✔✔Must be from a credible Source.

Must be verifiable from other sources. Must be up to date Another way to satisfy the criteria step - correct answer ✔✔Use an objective procedure that leads to results Objective Procedures - correct answer ✔✔A fair process by which either side has an equal opportunity for gain. What do objective procedures not have? - correct answer ✔✔DO NOT HAVE TO RESULT in fair results Examples of Objective Procedures - correct answer ✔✔Coin Flip. One piece of cake left. MLB: last best offer. Sealed Bid People - correct answer ✔✔Separate the People from the Problem Interests - correct answer ✔✔Focus on Interests not Positions Options - correct answer ✔✔Invent multiple options looking for mutual gains before deciding what to do. Criteria - correct answer ✔✔Insist that the result be based on some objective standard.