The purpose of this exercise is to help you build your negotiation skills foundation. You must memorize the 4-points of a principled negotiation and make them intuitive. This is best achieved with practice.

Explain each of the 4-points of a principled negotiation and make a short negotiation scenario that highlights each point.

1. Separate the People from the Problem- (include the interplay of perception, emotion and communication)(worth up to 15 points)
2. Focus on Interests, not Positions(worth up to 15 points)
3. Invent Options for Mutual Gain(worth up to 15 points)
4. Insist on Using Objective Criteria(worth up to 5 points)The purpose of this exercise is to help you build your negotiation skills foundation. You must memorize the 4-points of a principled negotiation and make them intuitive. This is best achieved with practice.