UPM-CALC/SEM1/2020-21/CEL2105/SCL7

CEL 2105
SPOKEN COMMUNICATION FOR THE WORKPLACE
SEMESTER 1, 2020/2021
WORKSHEET 7 (WEEK 7)

Activity 1
Watch the video on ‘The Harvard Principles of Negotiation’. Answer the questions below.
Video Link: https://www.youtube.com/watch?v=RfTalFEeKKE

1. According to the speaker, what does principles encourage and with what results?
PRINCIPLES – It’s much more organic & wider, because you have lots of ways to fulfil those
Principles. Together principles chosen mainly for cooperation’s because cooperation’s need
freedom & creativity. ___________________ __________________________

2. What are the FIVE approaches to negotiation?

i. WIN - LOSE______________________________________
ii. LOSE - WIN______________________________________
iii. COMPROMISE___________________________________
iv. LOSE - LOSE____________________________________
v. WIN – WIN _____________________________________

3. State the FOUR principles recommended in this video:

i. Separate the person from the issues _________ ___________
______________________________________________________________
ii. Negotiable not position focused but interest oriented ____ __ _
________________________________________________ ______________
iii. Develop criteria that a solution must fulfil ______ ___________ ______ ____
_________________________________________________ _____________
iv. You should have different option to choose from ___ ___________________
______________________________________________________________