Assignment task:
Reference The Matter of Arthur Hangtough and Getting to Yes: Negotiating Agreement without Giving In, Fisher, Ury & Patton (paperback) ISBN-13: 9780143118756
How important do you feel that the type of questions you ask in Negotiations play in achieving a successful result? Discuss the types of questions that can be asked that are discussed in Chapter 7 of our text, as applied to the Hangtough case - either side.
Suggestion: what is crucial information you need to know from the other side? Pick one and then consider how you might ask one-or-a-series of questions to elicit valuable information. If your topic idea is taken, find another or others. There are many in this case.
Reference The Matter of Arthur Hangtough