Using the text, Getting to Yes, analyze a negotiation you have personally experienced in the last12-18 months. Include the following in your analysis:
Introduction
What are principled negotiations? What are the characteristics of a negotiation that is both
efficient and effective?
Describe a negotiation that you have had.
Use the framework of the 4 keys of principled negotiation (as outlined in the textbook).
Analyze your example of a negotiation. Answer the following questions in your paper:
o How could you separate people from the problem?
o What are the interests v. positions in this negotiation?
o What options for mutual gain are available?
o What are objective criteria that could be used in this negotiation?
Does your MVS give you any insights as to patterns you have when it comes to handling
negotiations?
Conclusion: What would you do differently in the future to produce a better negotiation?
Required Texts: Fisher, R., Ury, W.L. & Patton, B. (2011). Getting to yes: Negotiating agreement without giving in. New York, NY: Penguin Group USA, Inc
paper will have 6 references from the original textbook (at least 4) and other course material or approved academic resources (at least 2).
