Description
Guidelines for
Negotiation:
Planning and Strategy Report
The following is intended to provide clarity regarding the requirements report
The final product is a document that would be completed in preparation for an actual
negotiation. This document would serve as your personal guide as you prepare to negotiate.
While the assignment does not require the actual negotiation itself it would be valuable and
appropriate to participate in a real negotiation either during or after completing this course
The final product for both reports will be approximately 6 pages double spaced containing the
following:
1. A cover page identifying the name and number of the Case, along with your name and
student number. (that page does not constitute page 1)
2. Appropriate page numbers throughout the document.
3. The use of appropriate headings throughout the document. (The headings will be
related to the steps identified in the Negotiation Panning Guide listed in item 7 below
)
4. A brief description of the situation and your potential or actual role as a negotiator.
5. Clearly identify “goals” for the negotiation.
6. Clearly identify an overall strategy or approach that you intend to take
.
7. The document will address all of the steps listed in the Negotiation Planning Guide on
page 58 of the Essentials of Negotiation text and therefore represent a completed
Negotiation Plan. If you have access to the textbook you should review these pages.
Those steps are as follows:
✓ What are the issues in the upcoming negotiation?
✓ Based on the issues what is the bargaining mix?
✓
What are my interests?
✓
What is my best alternative to a negotiated agreement (BATNA)
✓ Define targets and opening? Where will I start? What is my goal?
✓ Who is the other party and what do they want?
✓ What overall strategy do I want to develop?
✓ What protocols need to be followed in conducting the negotiation?
If it is challenging to determine answers to any of the questions from the list above for your
situation you can discuss that challenge and speculate on how answers might be determined.
