Ex_29/11/2023

Assignment 1
1. Prior to reading Chapters 1 and 2 in the GETTING TO YES book, respond “true”
or “false” to the following statement. Record your answers in Column 1 of
Worksheet 1A.

2. Read Chapters 1 and 2 and review the PowerPoint slides for Chapters 1 and 2.
Identify what you believe to be the book answers and record these answers in
Column 2 of Worksheet 1A.

3. In Column 3 of Worksheet 1A, summarize information from the book to justify your
answers.

Don’t Bargain Over Positions

1. The definition of a wise agreement is, “meets all of my needs.”
2. A recommended negotiation tactic is to clarify your position and defend, defend,
defend.
3. Positional bargaining is likely to reduce effective negotiations.
4. Initial clarification of positions increases the likelihood of efficient negotiations.
5. Relationships are likely to be improved when all parties clearly identify their
positions.
6. When many parties are involved, emphasis on positions is usually ineffective.
7. “Let’s be friends,” is more characteristic of soft negotiations.
8. “Searching for the single best answer is characteristic of hard negotiations.
9. Effective negotiators avoid both “hard” and “soft” negotiating strategies.
10. Principled negotiators strive to separate the people from the problem.
Separate the People from the Problem
11. Effective negotiators pay little attention to the “human aspects” of negotiations.
12. Both “substance” and “relationships” are involved in negotiations.
13. It is NOT practical to separate relationships from substance during negotiations.
14. Bargaining over positions puts relationship and substance in conflict.
15. Perceptions are more important than objective reality in negotiations.
16. It is important to avoid blaming the other party for your problems.
17. “Face-saving” is NOT a consideration for effective negotiators.
18. Discussions about emotions should be EXCLUDED from serious negotiations.
19. Effective listening requires that you occasionally paraphrase what you have
heard.
20. Negotiations are more successful when approached as a debate between two
parties.
 Worksheet 1A. Chapter 1-2 Review
Questions
(You may expand the cells.)

1 2 Book Justification
T F 1. A wise agreement can be defined as one which
meets the legitimate interests of each side to the extent possible,
resolves conflicting interests
fairly, is durable, and takes community interests into account.
F 2.
T T 3. The danger that positional bargaining will impede a negotiation
was well illustrated by the
breakdown of the talks under President Kennedy for a
comprehensive ban on nuclear testing.
T 4.
5.
T T 6. The more people involved in a negotiation, the more
serious the drawbacks to positional bargaining.
T T 7. SOFT
Participants are friends
F F 8.
9.
T T 10. Hence, before working on the substantive problem, the "people
problem" should
be disentangled from it and dealt with separately. Figuratively if not
literally, the participants
should come to see themselves as working side by side, attacking
the problem, not each other.
Hence the first proposition: Separate the people from the problem.
F F 11.
T T 12. Every negotiator has two kinds of interests: in the
substance and in the
relationship
Every negotiator wants to reach an agreement that satisfies his
substantive interests. That is
why one negotiates. Beyond that, a negotiator also has an interest in
his relationship with the
other side.
13. Separate the relationship from the substance; deal directly
with the people
problem
Dealing with a substantive problem and maintaining a good working
relationship need not be
conflicting goals if the parties are committed and psychologically
prepared to treat each separately on its own legitimate merits. Base
the relationship on accurate perceptions, clear
communication, appropriate emotions, and a forward-looking,
 purposive outlook. Deal with
people problems directly; don't try to solve them with substantive
concessions.
T T 14. Positional bargaining puts relationship and substance in conflict.
T T 15. Ultimately, however, conflict lies not in objective reality, but in
people's heads.
T T 16. Don't blame them for your problem. It is tempting to hold the
other side responsible for
your problem.
F F 17. This is a grave misunderstanding of the role and importance of
face-saving. Face-saving
reflects a person's need to reconcile the stand he takes in a
negotiation or an agreement with his
principles and with his past words and deeds.
F F 18. Discuss each other's perceptions. One way to deal with
differing perceptions is to make
them explicit and discuss them with the other side. As long as you
do this in a frank, honest
manner without either side blaming the other for the problem as
each sees it, such a discussion
may provide the understanding they need to take what you say
seriously, and vice versa.
T T 19.
F F 20.

How many Column 2 answers differed from Column 1 answers?

List two themes from these chapters that you wish to focus on more so.

1.

2.