Assignment

1. What does the term "intellectual property" mean? Can you give an example of something that might be described as intellectual property? What new idea can you come up with that might be described as intellectual property?

2. Using framing to persuade: Can you think of a current or recent situation or negotiation in which you could benefit from doing a better job of using the power of active listening? By using the other party's frame, how might you reframe that particular situation to increase the likelihood that the other party will be able to see a solution to your mutual interests within his or her reframed perspective?

3. In the book Getting Past No Ury talks about "building them a golden bridge." What does he mean by that? Can you think of a negotiation you were involved in or aware of where someone built a golden bridge for the other side, to close the deal successfully? If not, can you describe a negotiation that might have been successfully closed if one side had built a golden bridge for the other side?

4. In his book, Getting Past No, Ury tallks about going to the balcony in a negotiation. What do you think he means by that?

Please recall and describe a negotiation you were involved in where you may have been more effective if you had been able to go to the balcony.