essay
In 200 words or less, discuss your reaction to the results from the test. Do you agree with the results? What were the key takeaways for you from the test? Comment.
The rest of this assignment is a review of the reading assigned. Please answer the following. (Restrict your answer to a maximum of 50 words for each answer.)
It is better to treat the other party as your friend and trust them than to treat them as an adversary and distrust them. What is the position taken by the authors regarding this statement?
What are the goals of principled negotiation?
How do the goals of principled negotiation differ from hard and soft negotiation?
Explain in your own words what it means to separate the people from the problem. Provide an example from your experience to illustrate how one might confuse these and why it will help to keep these two separate.
What are two interests that all negotiators are likely to have?
What is the role of perceptions in negotiations? Suggest ways to manage them.
Negative emotions can bring negotiations to a standstill. What do the authors suggest you do to manage emotions?
What is the difference between interests and positions? Which of these should we focus on during negotiations and why?
How can we identify interests? Give an example that provides a distinction between a position and interest.
If you want to use principled negotiation, should you be accommodating or push for your interests?
What does it mean to be “hard on the problem, soft on the people”?
What are the four major obstacles that prevent the creation of many options?
What is the fixed-pie assumption and what is its impact on negotiations?
Summarize the case for using objective criteria.
What does BATNA mean? Give me an example of your BATNA in any negotiation you have undertaken.
How does BATNA help you increase bargaining power?
How do you develop your BATNA?
The rest of this assignment is a review of the reading assigned. Please answer the following. (Restrict your answer to a maximum of 50 words for each answer.)
It is better to treat the other party as your friend and trust them than to treat them as an adversary and distrust them. What is the position taken by the authors regarding this statement?
What are the goals of principled negotiation?
How do the goals of principled negotiation differ from hard and soft negotiation?
Explain in your own words what it means to separate the people from the problem. Provide an example from your experience to illustrate how one might confuse these and why it will help to keep these two separate.
What are two interests that all negotiators are likely to have?
What is the role of perceptions in negotiations? Suggest ways to manage them.
Negative emotions can bring negotiations to a standstill. What do the authors suggest you do to manage emotions?
What is the difference between interests and positions? Which of these should we focus on during negotiations and why?
How can we identify interests? Give an example that provides a distinction between a position and interest.
If you want to use principled negotiation, should you be accommodating or push for your interests?
What does it mean to be “hard on the problem, soft on the people”?
What are the four major obstacles that prevent the creation of many options?
What is the fixed-pie assumption and what is its impact on negotiations?
Summarize the case for using objective criteria.
What does BATNA mean? Give me an example of your BATNA in any negotiation you have undertaken.
How does BATNA help you increase bargaining power?
How do you develop your BATNA?
