Negotiating agreement without giving in

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Reference no: EM132237649

Base on the book : “Getting to Yes: Negotiating Agreement Without Giving In” :

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 make sense to you and which ones you think might be flawed.

Reference no: EM132237649

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