Winning a negotiation means C getting a successful outcome and building a relationship C building a relationship no matter the outcome C getting a successful outcome no matter the relational consequences C making any possible deal QUESTION 2 A "so " bargainer C views victory as the goal C is hard on the person, soft on the problem C is soft on the person, hard on the problem C changes positions easily QUESTION 3 Getting to Yes advocates focusing on C the substance, not the relationship C the relationship, not the substance C the relationship in order to affect the substance C the substance in order to affect the relationship