Assignment: Book Report
Structure
In this essay you will write a book report on "Getting to Yes: Negotiating Agreement Without Giving In" by Roger Fisher and William Ury, that includes not only a summary of key points from the book.
Topics to Cover:
• 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.
Format your assignment according to the following formatting requirements:
1. The answer should be typed, double spaced, using Times New Roman font (size 12), with one-inch margins on all sides.
2. The response also includes a cover page containing the title of the assignment, the student's name, the course title, and the date. The cover page is not included in the required page length.
3. Also include a reference page. The Citations and references should follow APA format. The reference page is not included in the required page length.