Negotiation Skills Team Simulation

Instructions

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 textbooks 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 teams negotiation, review the 4D 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.