Assignments from each of the three texts will be made Getting to Yes – Negotiating Agreement Without Giving In by Roger Fisher and William Ury Getting to Yes The Method Separate the People from the Problem Focus on Interesta, Not Positions Getting Past No – Negotiating with Difficult People by William Ury Getting Past No – Negotiating with Difficult People Step 2 – Disarm Them Getting Ready to Negotiate – The Getting to Yes Workbook by Roger Fisher and Danny Ertel Chapter Four – Options: What Are Possible Agreements or Bits of an Agreement? Week Four Dec 11 to 17, 2017 Assignments from each of the three texts will be made Getting to Yes – Negotiating Agreement Without Giving In by Roger Fisher and William Ury Getting to Yes The Method Invent Options Insist on Using Objective Criteria Getting Past No – Negotiating with Difficult People by William Ury Getting Past No – Negotiating with Difficult People Step 3 – Change the Game Getting Ready to Negotiate – The Getting to Yes Workbook by Roger Fisher and Danny Ertel Chaper Five: Alternatives: What Will I Do If We Do Not Agree? First Learning Summary December 17, 2017 Week Five Jan 3 to Jan 7, 2018 Assignments from each of the three texts will be made Getting to Yes – Negotiating Agreement Without Giving In by Roger Fisher and William Ury Getting to Yes – Yes, But… What ifnn v They Are More Powerful? What if They Won’t Play? Getting Past No – Negotiating with Difficult People by William Ury Getting Past No – Negotiating with Difficult People Step 4 – Make it Easy to Say Yes Getting Ready to Negotiate – The Getting to Yes Workbook by Roger Fisher and Danny Ertel Chapter Six – Legitimacy: What Criteria Will I Use To Persuade Each of Us That We Are Not Being Ripped Off? Week Six Jan 8 to Jan 14, 2018 Assignments from each of the three texts will be made Getting to Yes – Negotiating Agreement Without Giving In by Roger Fisher and William Ury
Getting to Yes – Yes, But… What if They Use Dirty Tricks? Ten Questions People Ask About Getting to Yes Getting Past No – Negotiating with Difficult People by William Ury Step 5 – Make it Hard to Say No Getting Ready to Negotiate – The Getting to Yes Workbook by Roger Fisher and Danny Ertel Chapter Seven – Communication: Am I Ready to Listen and Talk Effectively? Week Seven Jan 15 to Jan 21, 2018 Assignments from each of the three texts will be made Getting to Yes – Negotiating Agreement Without Giving In by Roger Fisher and William Ury Getting to Yes Questions About Fairness and “Principled” Negotiations Questions About Dealing with People Getting Past No – Negotiating with Difficult People by William Ury Conclusion – Turning Adverseries into Partners Getting Ready to Negotiate – The Getting to Yes Workbook by Roger Fisher and Danny Ertel Chaper Eight – Relationship: Am I Ready to Deal with the Relationship? Week Jan 22 to Jan 28, 2018 Assignments from each of the three texts will be made Getting to Yes – Negotiating Agreement Without Giving In by Roger Fisher and William Ury Getting to Yes Questions About Tactics Getting Past No – Negotiating with Difficult People by William Ury Getting Ready to Negotiate – The Getting to Yes Workbook by Roger Fisher and Danny Ertel Chapter Nine – Commitment: What Commitments Should I Seek of Make? Second Learning Summary Jan 28, 2018 Week Nine Jan 29 – Feb 5, 2018 Assignments from each of the three texts will be made Getting to Yes – Negotiating Agreement Without Giving In by Roger Fisher and William Ury Getting to Yes Questions About Tactics Getting Past No – Negotiating with Difficult People by William Ury Getting Ready to Negotiate – The Getting to Yes Workbook by Roger Fisher and Danny Ertel Appendix A: Getting Better at Preparation Week Ten Feb 5 – 11, 2018 Assignments from each of the three texts will be made Getting to Yes – Negotiating Agreement Without Giving In by Fisher and William Ury