Reflection Paper #3: Using the text, Getting to Yes, analyze a negotiation you
have personally experienced in the last 12-18 months. Include the following in
your analysis:
Introduction • What are principled-based negotiations? What are the characteristics of a good negotiation? • Describe a negotiation that you have had.
Use the framework of the 4 keys of principled negotiation (as outlined in the textbook). • Observe and analyze your example of negotiation. Answer the following questions in your
paper:
o How could you separate people from the problem? o What are the interests v. positions in this negotiation? o What options for mutual gain are available? o What are objective criteria that could be used in this negotiation? • Does your MVS give you any insights as to patterns you have when it comes to engaging in
negotiations? Conclusion: What would you do differently in the future to produce a better negotiation?