• Choose any of the scenarios in chapters 1-3 of Cohen (2013) and explain the pertinent parts of the negotiation. Discuss stakeholders, difficulties, things to overcome, any of the eight negotiating components, and preparation, as in an interest map.
• Cohen (2013): Chapter 1 - The Basics: Some Guidelines and Strategies
• Cohen (2002): Chapter 2 - BATNA: Choosing Whether to Walk Away
• Cohen (2013): Chapter 3 - It's Not Personal; It's Business

Cohen, S. (2013). The practical negotiator. Pompton Plains, NJ: Career Press.