{"id":126568,"date":"2018-02-20T23:50:30","date_gmt":"2018-02-20T23:50:30","guid":{"rendered":"https:\/\/writemyessayfree.com\/how-to-prepare-for-a-negotiation"},"modified":"2017-08-16T06:10:49","modified_gmt":"2017-08-16T06:10:49","slug":"how-to-prepare-for-a-negotiation","status":"publish","type":"post","link":"https:\/\/www.benedictsol.com\/blogs\/how-to-prepare-for-a-negotiation\/","title":{"rendered":"How to Prepare For a Negotiation"},"content":{"rendered":"
\n

Third Case Assignment (as noted in section 8.1.2. in your Syllabus).<\/p>\n

8.1.2. Team Presentation: How to Prepare For a Negotiation<\/p>\n

This exercise asks you to focus on an upcoming role play negotiation or a real negotiation that will occur within your life in the foreseeable future. (If one real life negotiation situation is not available, students may choose to select the Elmwood Hospital Case instead. You make choose the particular side you wish to represent. The Elmwood Hospital Case is attached.) In this exercise, your objective is to develop a plan for that negotiation. Here you will find 10 questions that can be used as a planning guide for this negotiation. These questions reflect the important elements to consider when you prepare to negotiation. Not all questions may be relevant or equally relevant to your negotiations so you may not have a specific response for that question area.<\/p>\n

The purpose of the planning process is to make sure you consider most, if not all, of the major factors that may impact the upcoming negotiation.<\/p>\n

Planning Questions<\/p>\n

Here are the major dimensions you should address in planning for a negotiation:<\/p>\n

1. Understanding the issues \u2013 that is, what is to be negotiated?<\/p>\n

2. Assembling the issues and defining the bargaining mix:<\/p>\n

\u2022 Which issues are most important and which issues are less important?
\u2022 Which issues are linked to other issues, and which are separate or unconnected?<\/p>\n

3. Defining the interests: What is the other\u2019s primary underlying interests?
4. Defining limits:<\/p>\n

\u2022 What is our walkaway point on each issue \u2013 that is, what is a minimally acceptable settlement for each issue of the issues as a package?
\u2022 If this negotiation fails, what is our best alternative to a negotiated agreement (BATNA)?<\/p>\n

5. Defining targets and openings:<\/p>\n

\u2022 What will be our preferred settlement in each issue?
\u2022 What will be our opening request for each issue?
\u2022 Where are we willing to trade off issues against each other in the bargaining mix?<\/p>\n

6. Constituencies: TO whom is the other accountable for the solution\u2014that is, to whom does he or she report or have to explain or defend the outcome? Does this party also have to be involved in issue definition and goal setting?<\/p>\n

7. Opposite negotiators: Who is the other party (or parties) in the negotiation?<\/p>\n

\u2022 What information do we have about them?
\u2022 What issues will they have?
\u2022 What priorities are they likely to have for their issues?
\u2022 What are their interests?
\u2022 What has been my past relationship with them? What future relationship do I need to have, or would I like to have with them?
\u2022 What is their reputation and style, and how should I take this into consideration?<\/p>\n

8. Selecting a strategy:<\/p>\n

\u2022 What overall negotiation and strategy do I want to select? How important are the outcome and the relationship with the other?
\u2022 What strategy do I expect the other will be selecting?<\/p>\n

9. Planning the issue presentation and defense:<\/p>\n

\u2022 What research do I need to do on the issues so that I can argue for them convincingly and compellingly?
\u2022 Do I have (or can I prepare) graphs, charts, and figures that will clearly communicate my preferences?
\u2022 In what order and sequence should I present the information?
\u2022 What arguments can I anticipate from the other party, and how am I going to counteract their arguments?
\u2022 What tactics will I use to present my arguments or defend against the other\u2019s arguments?
\u2022 What tactics will I use to try to move us toward agreement?
\u2022 What roles will different people play in the negotiation?<\/p>\n

10. Protocol:<\/p>\n

\u2022 Where will we negotiate? Do we wish to influence the choice of location?
\u2022 When will we negotiate? DO we wish to influence the time and length of negotiation?
\u2022 Who will be at the actual negotiation meeting? Do we want to bring other parties to serve a particular purpose (e.g., an expert or an observer)?
\u2022 Do we have an agenda? How can we help to either create the agenda or participate in its development?
\u2022 What will we do if the negotiation fails?
\u2022 Who will write down and confirm this agreement? Do we need to have the contract reviewed by a professional (e.g., attorney, accountant, and\/or agent)?<\/p>\n

Important: A written summary and group power point presentation is required.
FOR YOUR PRESENTATION USE THE POSITION TABLE TEMPLATE and the Initial Offer Form and the Final Settlement Form at the end of the Case.<\/p>\n<\/div>\n","protected":false},"excerpt":{"rendered":"

Third Case Assignment (as noted in section 8.1.2. in your Syllabus). 8.1.2. Team Presentation: How to Prepare For a Negotiation This exercise asks you to focus on an upcoming role play negotiation or a real negotiation that will occur within Read More …<\/a><\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[],"tags":[],"class_list":["post-126568","post","type-post","status-publish","format-standard","hentry"],"_links":{"self":[{"href":"https:\/\/www.benedictsol.com\/blogs\/wp-json\/wp\/v2\/posts\/126568","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.benedictsol.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.benedictsol.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.benedictsol.com\/blogs\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/www.benedictsol.com\/blogs\/wp-json\/wp\/v2\/comments?post=126568"}],"version-history":[{"count":0,"href":"https:\/\/www.benedictsol.com\/blogs\/wp-json\/wp\/v2\/posts\/126568\/revisions"}],"wp:attachment":[{"href":"https:\/\/www.benedictsol.com\/blogs\/wp-json\/wp\/v2\/media?parent=126568"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.benedictsol.com\/blogs\/wp-json\/wp\/v2\/categories?post=126568"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.benedictsol.com\/blogs\/wp-json\/wp\/v2\/tags?post=126568"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}