Now that you have explored your initial approach to, and experience with, the notion of engaging in negotiation processes of a more cooperative nature, it is time to move ahead into the main content for this unit.

First, we will familiarize ourselves with Getting to Yes, the book that introduced a model for negotiating in a cooperative manner called interest-based negotiation.

Next, we will explain specific elements of the interest-based model, and how to employ them best while negotiating.

Finally, we will ground this all in the real world through applying it to your own experiences, in this unit's main discussion forum.

You may click on the links below to access the contents of this section of Unit 3, or simply click the Next button (lower right) to continue to the first item.

Interest-Based Negotiation: Getting to Yes (short text)

Interests and Positions (video interview)

Options and Alternatives (video)

Objective Criteria (video)

The Role of Power (short text)

Tying Things Together (short text)

The Nuts and Bolts of Integrative Negotiation (short text)

Tough Negotiations? Try Asking a Mediator for Help! (Invitation to Digging Deeper unit)

Looking Back, Looking Ahead (A brief look ahead at next week)

Unit 3 Main Discussion Forum: Getting to Yes in the Real World

This section is followed by an ungraded "Unit 3: Check Your Knowledge" quiz, and a supplemental "Unit 3: For Further Exploration" page. Want to go beyond? Explore how an external, neutral party can help two people work things our, in this unit's Digging Deeper: Mediation section.