1. Please discuss the six steps for getting to Yes in any negotiation.

• Give examples of how you could apply each step to address issues with which you are dealing.

2. Discuss the four elements of principled negotiation.

• Give an example from your own experiences where using principled negotiation could have changed the outcome of the negotiation or dispute.
• Give an example of where you have used principled negotiation to resolve an issue.

3. According to Getting to Yes, the goal in principled negotiations is not simply to reach an agreement. Rather, the goal is to reach an agreement that would make you better off than your BATNA. The stronger your BATNA, the more you can ask for in your current negotiation.

• What is BATNA and how is it useful in a principled negotiation?
• Discuss how you would use or have used your BATNA to reach an agreement or resolution to improve your situation.

4. What were the most important points you will take away from reading this book?

5. Do you believe the guidelines presented in Getting to Yes will help you to be a better negotiator in the future? Please explain.