You will need access to the following text to answer questions 2 & 3 ( I DO NOT HAVE THE TEXT BOOK ) Carrell, M.R. & Heavrin, C. (2008). Negotiating essentials: Theory, skills, and practices. Upper Saddle, NJ: Pearson Prentice Hall. ISBN-10: 978-0-13-186866-3.
- 1 Strategies and Tactics Discuss one of the following Discuss the Five Negotiation Strategies for Various Situations. Think about a situation in your life or work in which you need to choose a negotiation strategy. First answer the questions below regarding the “key elements” of the situation, i.e., time, information, and power, and then answer the strategy questions which can help you select a preferred overall strategy to use as you start negotiating. Is there a deadline that will affect the timing of your bargaining?
What is your BATNA and demonstrate how it is calculated? What is your best estimate of the other party’s BATNA? Is your BATNA your starting or walk-away point? What other information do you need to collect before you start the negotiation? Is the power between the two sides balanced or who appears to initially have the advantage? If several economic issues are involved, could you develop a MESO or Economic Matrix of alternatives to offer to the other side? Will negotiations primarily focus on one number, such as price, and thus, should you consider a strategy of “Increments of Concession?”
- 2 Settling a Lawsuit
Review the Learning Exercise: Settling a Lawsuit in Chapter 8, page 218 of your text. Discuss two of the following statements.
a. Discuss the ethical values you would use in this negotiation and the criteria you would use to make decisions. b. Discuss how you would determine whether the negotiation is conducted with substantive fairness. c. Identify what concealment behaviors would be ethical and unethical in this negotiation. d. Describe the manner in which you would determine if you are using fair procedures and creating trust in this negotiation case.
- 3. Keeping a Client
Answer the following questions and apply the Five Negotiation Skills to an actual negotiation case.
a. How would an agreement template facilitate closing this deal? b. How can you react to the particular demand for limiting your time at the site, which is totally unacceptable, but not risk losing the deal? c. What technique can you sue to move Ms. White past her apparent problems with your engagement? d. How can you avoid the psychological trap of agreeing to an arrangement guaranteed to just to keep this client? e. What techniques can you use during this impromptu negotiation to build a relationship with Ms. White?