Structure

• In this essay you will write a book report on “Getting to Yes: Negotiating Agreement Without Giving In” that includes not only a summary of key points from the book but you will also apply the learnings from this course.
• In your introduction, summarize the book and describe key lessons you learned. Make sure it is a strong introduction with a “hook” to interest the reader (me) into wanting to read more. Don’t forget to mention the book name and the authors.
• Make sure your conclusion is also strong and summarizes what you took away from it and if you would recommend the book to orders (Note: It’s OK if you don’t want to recommend it so long as you argue your point).
• Include a cover page with name, date, email and your unique LinkedIn URL.
• 1,000 word maximum, single-spaced, and 12 point Times New Roman font.
• Make sure to use MLA-style in-text citations and include a separate page with your “Works Cited” list also in MLA format (Links to an external site.). This extra page does not count towards your 1,000-word maximum. Feel free to use sources outside of the book, just make sure you cite them.
• Use direct quotes from the book making sure to cite your sources properly with in-text citations.

1. Introduction: In your introduction, summarize the book and describe key lessons you learned. Make sure it is a STRONG introduction with a “hook” to interest the reader (me) into wanting to read more.
2. BATNA Explain in detail what BATNAs are and why it is so important to know what they are and when to use them at the negotiating table.
3. Tricky Tactics Mention at least two of the common tricky tactics (as defined in the book) and what strategies may be used to overcome them.
4. Positional Bargaining Explain in your own words what the problems are with positional bargaining. What are the reasons it doesn’t work? Provide an example from the book or the real-world of positional bargaining.
5. Points of Principled Negotiations Define and explain the four points of principled negotiation.
6. Current Events Mention a recent international negotiation that you have read in the news in the past few months and what tactics from the book have you recognized were being used by each party.
7. Conclusion: Summarizes what you took away from the book and how you see yourself using these techniques in your professional life and if you would recommend the book to others (Note: It’s OK if you don’t want to recommend it so long as you argue your point).