There are 4 different negotiations that you will be required to carry out. • Scenario #1: Retail negotiation - negotiati

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There are 4 different negotiations that you will be required to
carry out.
• Scenario #1: Retail negotiation - negotiating face-to-face for
a price reduction in the purchase of an item for sale.
• Scenario #2: Service negotiation - negotiating with a service
provider (e.g., cell phone, cable t.v., high-speed internet, credit
card, car insurance, etc.) for a price reduction and/or enhanced
benefits/services at reduced/no additional cost.
• Scenario #3: Workplace/school negotiation – negotiating a
workplace or school-related issue face-to-face with a coworker or
faculty member.
• Scenario #4: Interpersonal negotiation – negotiating the
resolution of a conflict or difference of opinion with someone you
know, e.g., a family member, friend or acquaintance.
In your write-up, please copy each of the following
questions verbatim, and answer them in the same order as they
appear here.
Part I: Pre-negotiation Preparation
Worksheet
1. If you are unable to reach an agreement in your negotiation,
what are your alternatives (what do you see as your best
alternative(s) to a negotiated agreement (BATNA))?
2. What are your real interests in this negotiation (what you need
to achieve, and why):
3. What are your “must haves” in this negotiation vs. what you’d
“like to have”:
4. In this negotiation, what do you hope to get (“wish”/asking
price), expect to get (“want”/target price) and the least you’d be
willing to settle for (“walk”/reservation price/bottom line)?
5. What do you think is the other party’s wish, want and walk
price?
6. What can you say/do to help make this negotiation collaborative
(win-win) rather than competitive?
7. What no’s do you expect to hear in response to your proposals,
and what do you plan to say/do to help overcome them?
8. Are there any outside authorities (e.g., policies, laws,
independent reviews, internet search, competitor’s offers, etc.)
that you could reference to make your requests/responses appear
more authoritative and credible?
Part II: Description of the Negotiation
NOTE: For the retail or service negotiation, you are not
required to actually purchase the item or additional
service.
1. How/where/when/with whom did your negotiation take place?
2. What was the outcome of the negotiation; describe the
negotiation process.
3. Specifically, in what ways were you satisfied/dissatisfied with
the outcome?
4. Explain the things did you do well in the negotiation?
5. Specifically, explain what you did during the negotiation that
could use improvement?
6. Finally, what did you learn in this negotiation that could help
you in your career?