1.Fisher and Ury talked about the importance of â€œseparating the people from the problemâ€.
Explain how PERCEPTION plays a role in this area. What are the advantages of dealing
with your adversaryâ€™s perception? What are the disadvantages?
2. Fisher and Ury suggested that you focus on Interests, not Positions. Discuss what was
identified as the most powerful Interests for most people, and the tactics on how to address
3. Consider the chapter â€œInsist on using objective criteria.â€ How can that approach be
implemented in a negotiation? What are the issues with implementing this approach?
4. Fisher and Ury discussed 10 questions about Getting to Yes
. One question dealt with a major
issue in the negotiation process…..POWER. â€œCan the way I negotiate really make a
difference if the other side is more powerful? How do I enhance my negotiating power?â€
Explain some of the issues that were discussed on the topic of Power. Do you find their
positions on Power viable? Explain.
5. One question in
Getting to Yes
discussed Fairness…..â€Should I be fair if I donâ€™t have to be?â€
How did Fisher and Ury handle this question? What is your position? Elaborate.