Each team will be assigned a scenario to negotiate based on$.$ The scenario will have qualitative

and quantitative data, along with a position$/$stance to take within the negotiation.

Written Report

Based on the scenario that each team is given, they will need to conduct research, analyze

various elements, strategize and apply key concepts studied throughout the Negotiation Skills

course.

The written report can include subheadings and shall include the following details:

Example of subheading: $$Negotiation Worksheet$$

$1)$ Create a negotiation worksheet as a starting point $($refer to the introduction section and page

$16$ of the textbook to review the template$).$

Example of subheading: $$Focusing on the Interests$$

$2)$ Outline what the interests are for each party and analyze them accordingly.

$3)$ Identify the criteria that your team will use for the negotiation and create criteria statements.

Analyze the information and elaborate on the ideas of the team.

$4)$ As a team brainstorm options for the negotiation. Hint: Brainstorming options around issue$($s$)$

that have been identified will prove to be strategic $($refer to pages $39-43$ of the textbook$)$

$5)$ Review the no$-$agreement alternatives and decide as a team how, why and when you will use

them.

Negotiation Skills $($CA$-$SCNGS$)$ Simulation Project $$ Page $2$ of $4$

$2020$ October $21,2020$

$6)$ To discover a more strategic approach for your team$$s negotiation, review the $4$D approach

and work through each step of this approach.

$7)$ Work through the negotiation type and style checklist on page $157.$ Ensure that the team

reflects and makes any tweaks to the negotiation.

$8)$ Review strategies for how to deal with difficult tactics within chapter $9.$ Then as a team,

decide which negotiation tactics you will use and why they will be effective.

$9)$ Complete the following worksheets from the textbook and put these documents in the

appendix of the written report:

$$ QuickPrep Negotiation Planner $($reference page $195)$

$4$D Key Points Summary $($reference pages $199-200)$

$$ Interests, Options, Criteria and No$-$Agreement Alternatives Worksheets $($reference pages

$203-205)$ resulting from the discussions in Q $2),3),4)$ ad $5)$

$$ Design Checklist $($page $206)$

$$ Digging for Interests Worksheet $($page $207)$

$$ Developing Options Worksheet $($page $208)$

$$ Dig and Develop Checklist $($page $209-210)$

$$ Information Exchange Worksheet $($page $211)$

$$ Closure Strategies Worksheet $($page $212)$

$$ Decide Checklist $($page $213$