Homework: Case Study
Textbook: Fisher, Roger and Ury, William. Getting to Yes: Negotiating Agreement without Giving In, Penguin Books, 2011
Read the case. You will use the case to answer 5 questions.
Be sure in your answers to: Provide details about theories and ideas from the reading to make your case and include specific information from the case in your answers
1. For the chapter "Separate the People from the Problem" - provide 3 best practices (good ideas from the reading) that may be helpful in the negotiation situation. Explain how each best practice is helpful for the negotiation situation in the case for the Jose and Stephen negotiation situation.
2. For the chapter "Focus on Interests, Not Positions" - provide 3 best practices (good ideas from the reading) that may be helpful in the negotiation situation. Explain how each best practice is helpful for the negotiation situation in the case for the Jose and Stephen negotiation situation.
3. For the chapter "Invent Options for Mutual Gain" - provide 3 best practices (good ideas from the reading) that may be helpful in the negotiation situation. Explain how each best practice is helpful for the negotiation situation in the case for the Jose and Stephen negotiation situation.
4. Who is more powerful in the negotiation situation: Jose or Stephen? Explain why. Use Chapter 6 from Getting to Yes ("Protecting Yourself" section) to answer this question. Discuss 2 of the issues from that book section that may help the person who has less power in the case situation. Explain.
5. For the negotiation between Jose and Stephen, use Chapter 6 from Getting to Yes ("Making the Most of Your Assets" section) to answer this question. Discuss 2 of the issues from that book section that may help the person who has less power in the case situation. Explain.
Format your homework according to the give formatting requirements:
1. The answer must be double spaced, typed, using Times New Roman font (size 12), with one-inch margins on all sides.
2. The response also includes a cover page containing the title of the homework, the course title, the student's name, and the date. The cover page is not included in the required page length.
3. Also include a reference page. The references and Citations should follow APA format. The reference page is not included in the required page length.
Attachment:- Case-Paper.rar