1. In this short answer portion of the exam, you will define the six guidelines for getting to yes, and provide detail for each one; in addition, provide personal analysis on how you would implement this through negotiations in the future.

Each guideline detail and analysis should be at least 1 paragraph, point form or individual words are not acceptable:

1. Separate the people from the problem. 2. Focus on interests, not positions. We tend to begin our negotiation by stating our positions.s.

3. Learn to manage emotions. Be sure that you and your counterpart have ample opportunities to express and discuss any strong emotions related to your negotiation. Allowing one another to speak your mind will benefit both sidesn.

4. Express appreciation. Throughout his career at the vanguard of integrative negotiation,ls.

5. Put a positive spin on your message. Communicating in a positive way is a much more effective means of getting to yes than blaming and criticizing. Instead of speaking on behalf of your group, speak only for yourself."

6. Escape the cycle of action and reaction.

Answer rating: 100% (QA)

1 Separate the people from the problem This guideline emphasizes the importance of recognizing that negotiations involve both substantive issues and the relationships between the parties It encourages ... View the full answer