Posted: September 17th, 2015

Initial Benchmark and Goals.

Read the book “Getting to Yes: Negotiating Agreement without Giving In” (GTY) by
Fisher, Ury, & Patton, focusing especially on Sections I (The Problem) and II (The
Method).

As you read, reflect on past formal and informal business engagements and your
personal patterns of behavior. Examples of questions that might guide your thinking:
 Are you more comfortable in competitive or cooperative settings? Think about
what motivates your behavior — that which is comfortable and/or intuitive is not
always optimal.
 How do insights from GTY help you distinguish between circumstances where
your spontaneous patterns of behavior have been advantageous versus situations
where you were (or would have been) better off choosing an alternative
approach?
 Are there settings in which one of your strengths can turn into a weakness?
 Are there settings in which your personal weakness could actually be a
situational strength? What makes it a personal strength in that situation?
 How do your personal strengths play out in professional interactions (i.e.
negotiations) coordinating task and relationship dimensions of work?

Complete the initial benchmarks and goals survey on Qualtrics.
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