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Midterm Exam Answer Sheet : Questions

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Midterm Exam Answer Sheet Mengfan Wu 1. Fisher’s book Major negotiation ideas Negotiations often take the form of positional bargaining where people would stake out extreme positions in the beginning and then negotiate towards a middle ground compromise. This is bad for several reasons. Firstly, the negotiators tend to become personally committed to their positions if explicit demands are made in the beginning. Secondly, it encourages stubbornness when egos become intertwined with issues. Furthermore, the process of haggling towards a middle ground is time consuming. Last but not the least, such negotiating styles endanger relationships if one side feels it has lost at the expense of the other party. Fisher and Ury maintain that a good agreement should be wise and efficient, able to enhance the parties ' relationship. Therefore in this book, the authors develop a system to reach good agreements - principled negotiation. Their process of principled negotiation serves other parties’ interests well and can be widely used. The four principles are 1) separate the people from the problem; 2) focus on interests rather than positions; 3) generate a variety of options before settling on an agreement; and 4) insist that the agreement be based on objective criteria. 1) Separating People and Issues Fisher and Ury suggest that every person involved in negotiation or dispute resolution has two separate kinds of interests: the substantive and the interpersonal interests. The main
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