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What's Covey's published definition of Win-Win, and why does he say it can't be faked?
- a.
Win-Win is a clever technique for hiding what you actually want
- b.
Win-Win is mutually beneficial and mutually satisfying agreements; it's a paradigm, not a technique, and people can tell within a few minutes whether you actually want them to win too ✓
- c.
Win-Win means splitting the difference on every disagreement
- d.
Win-Win means letting the other person win to keep the peace
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What's Covey's published warning about chronic Lose-Win behavior (always giving in)?
- a.
It's the virtuous choice in most situations
- b.
It produces buried resentment and eventual explosion; the brother who quietly gives in every time is storing up a bill the other party will eventually have to pay, often disconnected from the original concession ✓
- c.
It's the same as humility
- d.
It has no long-term cost
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What's the Abundance Mentality, and why does the Craft's published charge of relief depend on it?
- a.
Abundance Mentality means there will always be more money
- b.
Abundance Mentality is the belief that there is enough to go around, that another man's success doesn't subtract from yours; relief means giving without subtracting, which a tribe of scarcity-thinkers cannot deliver ✓
- c.
Abundance Mentality is naive optimism
- d.
Abundance Mentality only applies to wealthy Lodges
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What's the Scarcity Mentality's tell, the symptom that reveals it?
- a.
Saving money carefully
- b.
The scarcity man cannot genuinely celebrate another brother's promotion or honor; he experiences it as something taken from him ✓
- c.
Skepticism in general
- d.
Asking hard questions
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What's Fisher and Ury's distinction between positions and interests, and why does it matter?
- a.
Positions are formal, interests are informal
- b.
A position is what someone says they want; an interest is why they want it. Positions clash; interests often don't. Most apparent fixed-pie conflicts are positional, and uncovering the interests reveals a path both parties can take ✓
- c.
Positions are written, interests are spoken
- d.
They are synonyms for the same idea
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What's the practical move for surfacing interests in a stuck conversation?
- a.
Restate your own position more forcefully
- b.
Ask "why is that important to you?" repeatedly, walking up the why-ladder until the actual goal underneath surfaces; the first answer is almost never the real one ✓
- c.
Threaten to walk out
- d.
Bring in a third party
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What is a BATNA, and what does knowing it let you do?
- a.
A standard contract clause
- b.
Best Alternative To a Negotiated Agreement; the best thing you can do if the negotiation fails. Knowing it lets you walk away from a bad deal without bluffing; not knowing it makes people accept terms worse than their alternative ✓
- c.
A bargaining trick
- d.
A formal mediation process
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What's Bazerman and Neale's published finding about fixed-pie bias?
- a.
Most negotiators understand the pie is variable
- b.
Most negotiators assume the pie is fixed even when it isn't, and leave value on the table both sides could have shared; the fix is to look for differences in priorities, time horizons, or risk tolerances and trade across them ✓
- c.
Fixed pies are the most common situation
- d.
Pies should always be split evenly
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What's Covey's published fifth option when Win-Win is genuinely not available?
- a.
Settle for Lose-Win to keep the peace
- b.
No Deal — agree to disagree agreeably and walk away without an agreement; better long-term outcomes than forcing a yes nobody actually wants ✓
- c.
Always pursue Win-Lose if you can win
- d.
Wait indefinitely for the other party to give in
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What are the five published elements of a Win-Win written agreement (Covey's recipe)?
- a.
Date, signatures, witnesses, location, terms
- b.
Desired Results, Guidelines, Resources, Accountability, Consequences ✓
- c.
Offer, acceptance, consideration, capacity, legality
- d.
Plan, do, check, act, repeat