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Separate the People from the Problem

FINAL ASSIGNMENT CASE STUDY

INFORMATION WILL BE FOUND IN THIS BOOK…

Fisher, Roger, and Ury, William. Getting to Yes: Negotiating Agreement Without Giving In, Penguin Books, 2011

Read the case. You will use the case to answer 5 questions.

Be sure in your answers to Provide details about theories and ideas from the reading to make your case and include specific information from the case in your answers

QUESTION 1: For the chapter “Separate the People from the Problem” – provide 3 best practices (good ideas from the reading) that may be helpful in the negotiation situation. Explain how each best practice is helpful for the negotiation situation in the case of the Jose and Stephen negotiation situation.

QUESTION 2: For the chapter “Focus on Interests, Not Positions” – provide 3 best practices (good ideas from the reading) that may be helpful in the negotiation situation. Explain how each best practice is helpful for the negotiation situation in the case of the Jose and Stephen negotiation situation.

QUESTION 3: For the chapter “Invent Options for Mutual Gain” – provide 3 best practices (good ideas from the reading) that may be helpful in the negotiation situation. Explain how each best practice is helpful for the negotiation situation in the case of the Jose and Stephen negotiation situation.

QUESTION 4: Who is more powerful in the negotiation situation: Jose or Stephen?  Explain why.  Use Chapter 6 from Getting to Yes (“Protecting Yourself” section) to answer this question.  Discuss 2 of the issues from that book section that may help the person who has less power in the case situation.  Explain.

QUESTION 5: For the negotiation between Jose and Stephen, use Chapter 6 from Getting to Yes (“Making the Most of Your Assets” section) to answer this question.  Discuss 2 of the issues from that book section that may help the person who has less power in the case situation.  Explain.