Questions:
1) What is the difference between "soft" and "hard" negotiations?
2) What do the authors say is The Problem in negotiations?
3) Identify and explain the four points to principled negotiation.
4) Think of a conflict/negotiation in which you are or have been involved. Step by step, explain how the author's description of how to handle such a situation or conflict would have worked better or would not have worked at all in your situation. In other words - what does the author say you should do about conflict/negotiation - what did you do in your situation - and could it have gone better had you followed the authors' advice?
5) How important are emotions in a conflict situation? Should they be ignored? How do the authors suggest you should deal with emotions in disputes?
6) What is meant by "listening" actively? Give two examples of listening actively.
7) What is the difference between position and interests?
8) Explain the following phrases: "be hard on the problem, soft on the people;" and "be flexible, but concrete."
9) What is the difference between making threats and explaining consequences?
10) What is negotiation jujitsu and when is it most likely to be used?
11) Explain BATNA and what role it plays in negotiations? What happens in situations without BATNA's? Give an example of a situation in which you used your BATNA. What was the outcome?
12) What are the three steps that the authors suggest to use when dealing with tricky tactic negotiators?
13) What does it mean to, "not be a victim" in difficult situations?
14) What mistakes do people make when getting ready for the agreement? Name at least three.