• April 22nd, 2016

Getting to Yes: Negotiating Agreement Without Giving In

Paper, Order, or Assignment Requirements

In this essay you will write a book report on “Getting to Yes: Negotiating Agreement Without Giving In” that includes not only a summary of key points from the book but you will also apply the learnings from this course.


This is an individual exercise. If you need help in writing your essay, it is highly recommended that you leverage the resources available at the FIU Center for Excellence in Writing.


In your introduction, summarize the book and describe key lessons you learned.


Explain in your own words what the problems are with positional bargaining. What are the reasons it doesn’t work? Provide an example from the book or the real-world of positional bargaining.


Define and explain the four points of principled negotiation.


Identify what the most powerful interests are according to the book.


Explain in detail what BATNAs are and why it is so important to know what they are when at the negotiating table.


Mention at least two of the common tricky tactics (as defined in the book) and what strategies may be used to overcome them.


If given the opportunity to get significantly more than what you think is fair, should you take it?


When SHOULD and when should someone NOT negotiate?


Describe which parts of the book’s teachings make sense to you and which ones you think might be flawed.

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