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Wiki Education Foundation-supported course assignment

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This article is or was the subject of a Wiki Education Foundation-supported course assignment. Further details are available on the course page. Student editor(s): Delta romeo12, Jaredsheppard, Miakrystyne. Peer reviewers: PerlaPerez1, Torijay1466, Jackline75, Aliciamarie25.

Above undated message substituted from Template:Dashboard.wikiedu.org assignment by PrimeBOT (talk) 22:21, 16 January 2022 (UTC)[reply]

Not a self help book

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It is absurd to say this is a self-help or personal development book, its a classic textbook about negotiating. It was required reading at business school. You might as well say any qualative business textbook is a self-help or personal development book. And I would like to erase the several-times-repeated phrase "Getting to YES highlights:" but couldnt be bothered. By far the most important point the book makes is about having a good BATNA, but this is only barely mentioned as a miscellaneous item in the article. Maybe the person who wrote the article has only looked at the contents pages and has not read the book? In fact now I think of it, I think the article could be more or less simply a copy of the contents pages (maybe the blurb was copied off the back cover also). Removed the Sequals... section as it was just like the advertising blurb on the back of a pop paperback. Also removed the red link to a non-notable book (unfortunately for every good business textbook there are at least 100 rubbish ones). 80.2.202.35 (talk) 18:38, 23 March 2008 (UTC)[reply]

this article actually really looks like an ad for the book. anyone considering adding an appropriate quality-template? --borp (talk) 10:42, 6 May 2008 (UTC)[reply]
Sadly, the article in its current state is just an excerpt of the subject headers from the book. This is quite possibly copyright infringement (it's all copied verbatim), but I'm not sure what to replace it with. Fuzzform (talk) 00:04, 6 August 2008 (UTC)[reply]

Tone Problems; Still Useful

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Right now the article is written in the style of a book like Getting to Yes, rather than an encyclopedia. I am afraid to flag it with a quality template, though, because I don't want someone to fix it by taking out all of the summary of the book's concepts, which useful.

Instead, I'd encourage people to, bit by bit, make the style a little less personal and a little more neutral. I've done a bit already, but my time is limited. 24.136.239.207 (talk) 00:32, 27 May 2010 (UTC)[reply]

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Annotated Bibliography

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  • Fisher, Roger and Ury, William L. Getting To Yes. New York: Penguin Group, 1984.
  • Kendall, Adam, and Robert M. Arnold. 2008. "Conflict Resolution II: Principled Negotiation #184." Journal Of Palliative Medicine 11, no. 6: 926-927. Academic Search Ultimate, EBSCOhost (accessed March 10, 2017).
  • Lens, Vicki. 2004. "Principled Negotiation: A New Tool for Case Advocacy." Social Work 49, no. 3: 506-516. Academic Search Ultimate, EBSCOhost (accessed March 10, 2017).

— Preceding unsigned comment added by Jaredsheppard (talk • contribs) 15:43, 10 March 2017 (UTC)[reply]

Annotated Bibliography

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Booth, Bridget, and Matt McCredie. "Taking steps toward "Getting to Yes" at Blue Cross and Blue Shield of Florida." Academy of Management Executive 18, no. 3 (2004): 109-12. doi:10.5465/ame.2004.14776178.


This article is yet another excellent example of putting principled negotiation into practice. Blue Cross and Blue Shield is aware of increasing competition, rising healthcare prices, and increased customer expectations for a changing market. The consumer based market is causing companies to highlight other party’s interests when creating policies so they don’t essentially drive away businesses. The article enhances our research topic because it includes a section titled Lessons Learned about applying these principles. They note that applying principled negotiation techniques came much more naturally at the executive level, and needed more practice at subsequent levels. Author Bridget Booth has 14 years’ experience in business development and management while Matt McCredie leads management capabilities at Blue Cross Blue Shield.


Fowler, Michael Ross. 2007. "The Relevance of Principled Negotiation to Hostage Crises." Harvard Negotiation Law Review 12, 251-318. Academic Search Complete, EBSCOhost (accessed March 5, 2017).

The journal covers how principled negotiation techniques can be relevant in today's world of hostage crises compared to the original approach, positional bargaining. Instead of blindly giving the criminal more and more of what he wants, they suggest understanding the extremist’s views and what if any group he is attached to interests. Focusing on subjective interests of the hostage taker may further increase the odds they will temporarily be satisfied. The article does however advance some critiques of principled negotiation in real world, high stakes situations where structured ideas may not be the best idea in an ever changing situation. The author Michael Fowler is professor of political science at the University of Louisville and has wrote multiple books from negotiation techniques to international relations.


Kendall, Adam, and Robert M. Arnold. "Conflict Resolution II: Principled Negotiation #184." Journal of Palliative Medicine 11, no. 6 (2008): 926-27. doi:10.1089/jpm.2008.9882. 

   This article covers concepts of principled negotiation straight from its source, Getting to Yes into a real world case study. There are conflicting ideas between doctors and a patient’s family as to how to feed him in his last stages of life. Using ideas from principled negotiation, the doctors outline objective criteria and invent solutions to keep everyone decently satisfied. This directly enhances my knowledge of our concept because it is putting words into action. Adam Kendall and Robert Arnold are both doctors that write for the journal of palliative medicine which include articles over conflict resolution.


Lyons, Carl. I win, you win: the essential guide to principled negotiation. London: A & C Black, 2007.

The book covers multiple chapters on negotiation, agreements, and deciding what to do in the most efficient ways. The author speaks about separating the people from the problem to achieve the best results and to limit conflict, a key component of principled negotiation. Lyons notes that when going into a negotiation, the higher your expectations, the higher your chance of success will be. Getting what you want in a business setting while maintaining professional integrity is vital and his work explains just how to do that. Carl Lyons studied in England and is the CEO of a life-coach organization, Peopleistic.


Sasson, Ariel M. "Was 'Getting to Yes' 1 Possible at Waco?: Revisiting the Propositions of 'Principled Negotiation' in the Context of Barricade Incidents with High-Commitment Groups." Cardozo Online Journal Of Conflict Resolution 1, (January 1, 1999): 2. LexisNexis Academic: Law Reviews, EBSCOhost (accessed March 3, 2017)


The journal article is a case study over the iconic standoff between David Koresh and BATF agents in Waco, TX, 1993. It highlights failures on negotiators from the FBI in relying on positional bargaining when trying to help save hostages inside a compound. Negotiators and David Koresh were on two different fields of thought. Koresh was a religious extremist who saw his endeavors as godly and just, as well as his followers. The FBI failed to recognize this, and thought Koresh and company could be intimidated by a show of deadly force. The article argues that principled negotiation may have possibly resulted in a different outcome. This case is a prime example if these principles were followed, lives could have been saved. The author, Ariel Sasson is lawyer from Brooklyn, New York. — Preceding unsigned comment added by Delta romeo12 (talk • contribs) 15:52, 10 March 2017 (UTC)[reply]

Jervis, Robert. "Principled Negotiation and Mediation in the International Arena: Talking with Evil by Paul J.Zwier. New York, Cambridge University Press, 2013. 472 pp. $120.00." Political Science Quarterly 129.1 (2014): 141-42. Web. 10 Mar. 2017.

The topic of how states should and do deal with actors like terrorists, murderous dictators, and leaders of lawless guerrilla movements who are usually considered beyond the pale is important for both scholars and policymakers. The same is true for the role of mediators in a range of conflicts.

Fowler, Michael. "The Relevance of Principled Negotiation to Hostage Crises." The Relevance of Principled Negotiation to Hostage Crises. 12 (2007): 251-318. Web. 10 Mar. 2017.

The article analyzes past negotiations to distill lessons for those confronted with the challenge of trying to find mutually tolerable settlements to work out hostage situations. A hostage situation is an example of a case in which policy makers face a series of unattractive policy options. Given the limitations of the abilities of hostage-rescue units, the use of force and violence may often be judged inadvisable and sometimes impossible to institute successfully

Wheeler, Michael, and Nancy J. Waters. "The Origins of a Classic: Getting to Yes Turns Twenty-Five." Negotiation Journal 22.4 (2006): 475-81. Web.

The article discusses various reports published within the book and what impact it had in theory, practice and the teaching of negotiation. — Preceding unsigned comment added by Miakrystyne (talk • contribs) 16:08, 24 March 2017 (UTC)[reply]

Peer Review

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The article introduces principled negotiation, which is the main point which is being discussed. It clearly states that the article is going to talk about the background, method of principled negotiation, principled negotiation in action and commentary. The article could use some more information, I feel as if the article is not that full of information. I really enjoyed reading the example of David Koresh, but there could be more. There are references throughout the article and some are scholarly. When I clicked on all the links, I found that references 3,4 and 5 didn't open up. I think the group should focus on fixing these broken links. I feel as if the two main paragraphs in the article do a good job at presenting information while the commentary section is quite short. Maybe by adding more information to the article, it would be better. The section "The Principled Negotiation in Action" has some opinion sentences. Maybe going back and looking over them to make them unbiased. Overall, the article is good but the only things I would change would be to make it a little longer by adding information such as examples and fixing those broken links in the references area. — Preceding unsigned comment added by PerlaPerez1 (talk • contribs) 16:37, 21 April 2017 (UTC)[reply]

Peer Review

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In the lead section, the article focuses more on the book rather than introducing the idea of Principled Negotiation. The points are clear, but they do need a bit more of support. The main ideas discussed are those of the background of the book, the method of principled negotiation, the method in action and the commentary in regards to the book and method. I feel like there could be more support and references introduced in the sections. For example, in Method of Principled negotiation, some points are expanded while others are not. I am not completely sure if the topic is supposed to be the book or the method of Principled Negotiation, and I feel like it should be emphasized a bit more. There should be more information on the commentary section, or incorporate it to another section. Also, if getting Past No is a topic of exploration, elaborate a bit more, add more information and references. Other than that, the article is well organized and supported. — Preceding unsigned comment added by Jackline75 (talk • contribs) 18:28, 21 April 2017 (UTC)[reply]

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