Chapter 3 Questions - Assignment Example

1. In your opinion, what is the main point the is trying to convey? The main point that the is trying to convey is that there is much more to a negotiation (and the person you are negotiating with) than the simple point that they are arguing. Everyone has different interests within one negotiable point. Additionally, the author is trying to show that it is important to see these basic interests when working on a negotiation, as this will really open the door for understanding between the negotiating parties.2. Site one statement, quote, thesis or conclusion made by the author and react to it.

“The most powerful interests are basic human needs” (Fisher, Ury & Patton, 1991, p53)This is interesting because it seems as though some parts of negotiation are due to greed, but the author suggests that there are basic human needs involved in most negotiating, they might just not be economic. Some needs are psychological. 3. Based on the readings, offer up one question you have that you would like to be discussed further in class. Are basic human needs still the most powerful if these are all satisfied in our lives?

This is interesting because someone who has shelter, economic stability, love and food (etc.) may seem as though they have everything, but why are they still negotiating good deals if this is the case?4. Is there any connection to the reading and a conflict/situation you have experienced, observed, or found interesting in the news?The problems in Syria are similar to ideas in this region. It is easy to see the troubles as a “war” with little interests, but if you go below the surface there are interests in freedom, appearing to the outside world as though the country is in control or knows how to look after themselves, and the psychological interests of the rebels and other citizens.

It is important not to judge the scenario by what you see on the news, but listen to the negotiations for what they really are – representations of interests.Works CitedFisher,R. ,Ury, W.& Patton,B.(1991).Getting to Yes: Negotiating Agreement Without Giving In (2nd edition).New York: Penguin Books.