Book Report: “Getting to Yes: Negotiating Agreement Without Giving In”
In this essay you will write a book report on “Getting to Yes: Negotiating Agreement Without Giving In” that includes not only a summary of key points from the book but you will also apply the learnings from this course.
This is an individual exercise. If you need help in writing your essay, it is highly recommended that you leverage the resources available at the FIU Center for Excellence in Writing.
In your introduction, summarize the book and describe key lessons you learned.
Explain in your own words what the problems are with positional bargaining. What are the reasons it doesn’t work? Provide an example from the book or the real-world of positional bargaining.
Define and explain the four points of principled negotiation.
Identify what the most powerful interests are according to the book.
Explain in detail what BATNAs are and why it is so important to know what they are when at the negotiating table.
Mention at least two of the common tricky tactics (as defined in the book) and what strategies may be used to overcome them.
If given the opportunity to get significantly more than what you think is fair, should you take it?
When SHOULD and when should someone NOT negotiate?
Describe which parts of the book’s teachings make sense to you and which ones you think might be flawed.
Include a cover page with name, date, email and your unique LinkedIn URL.
1,200 word minimum, single spaced, and 12 point Times New Roman font.
Make sure to use MLA-style in-text citations and include a separate page with your “Works Cited” list also in MLA format. This extra page does not count towards your 1,200 word minimum. Feel free to use sources outside of the book, just make sure you cite them.
In the business world, contracts, business plans, executive summaries and other documents are almost always transmitted in Adobe Portable Document Format (PDF). As such you will be required to submit all of your assignments in this format.

NOTE: Plagiarism is NOT tolerated. If it is found that any portion of your essay was copied from a source without a proper citation, you will receive an automatic 0 in the assignment and be reported.

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