Objective Criteria

Question 1

This benefit of using objective criteria permits the parties to reach a settlement on a basis that is ___ of the ___ of either side

Answer 1

Independent of the will of either side

Question 2

Fisher and his co-authors provide three reasons why objective criteria should be used:

Answer 2

→ It can help to promote a wise agreement
→ Promotes amicable relations
→ Reach decision effectively

Question 3

The following are considered the usual characteristics of good objective criteria: (There are two questions on this)

Answer 3

→ The criteria will have nothing to do with the will of either side
→ The criteria will be legitimate
→ The criteria will be practical

Question 4

You are more likely to achieve a ____ agreement if you use objective criteria in negotiation (there are two questions on this)

Answer 4

Wise

Question 5

A good reason to look for and use objective criteria in a negotiation is that it is more likely to be

Answer 5

Enduring

Question 6

Fisher and Ury identify three basic points to remember when it comes to discussing objective criteria with the other side

Answer 6

→ Frame each issue as a joint search for objective criteria
→ Reason and be open to reason as to which standards are most appropriate and how they should be applied
→ Never yield to pressure, only to principle

Question 7

Which one of the following is not considered to be a characteristic of a wise agreement?

Answer 7

It should let all sides feel like they have prevailed over the others

Question 8

Which one of the following is not part of Fisher & Ury’s three basic points when discussing objective criteria with the other side?

Answer 8

Be well mannered and treat the mediator with respect