Getting to Yes

Choose one of the book’s four main principles of negotiation—separating personalities, considering interests, creating solutions, and using accepted standards—and describe how it leads to a successful agreement.

Compare the competitive nature of positional discussions and the cooperative nature of solving for interests. Which is more likely to generate a successful agreement, and why? Cite examples from the text to support your argument.

Suppose you are buying an item at a garage sale and the host offers to sell it for a price that’s way above your highest acceptable price. What question might you ask them that could move the bargaining away from positional negotiating and toward solving both sides’ interests? Depending on their response, what might be a follow-up question that you could ask?