QUICK PREP WORKSHEET 1 0 marksStudent Name Role Play Assigned Role INSTRUCTIONS Please complete this worksheet on your own after you have reviewedyour confidential role play information You must complete this worksheet BEFORE youconduct the actual negotiation with your partner You may use point form You will handin the worksheet, along with your joint Debrief sheet, after you have done thenegotiation Your preparation for the Role Play will be more in depth than this worksheet Pleasekeep your preparation notes handy so that you can refer to them while you arenegotiating Reference Lewicki et al , Essentials of Negotiation, Third Edition ( 2 0 1 7 , McGraw Hill ) Getting Ready to Negotiate The Getting To Yes Workbook, by Roger Fisher and DannyErtel ( 1 9 9 5 , Penguin ) , page 1 1 ( in part ) Prof Gerry LindleyThe Issues What are the key issues that I want agreement on Rank the issues in orderof importance for you ( 1 mark ) 1 2 3 4 Issue By Issue Planning For each of my issues, what is my ( a ) opening point, ( b ) targetpoint, and ( c ) resistance point ( 1 mark ) ISSUE OPENING POINT TARGET POINT RESISTANCE POINT 1 2 3 4 SIB 5 5 5 My Interests What I really care about What are my wants, needs, concerns, hopesand fears Note this is not the same as issues you do not have to provide oneexample of each of the above if it does not apply ( 1 mark ) 1 2 3 4 Their interests What I think the other party really cares about Their wants, needs,concerns, etc ( 1 mark ) 1 2 3 4 Identify which of their interests are similar ( S ) , different but not conflicting ( D ) , andconflicting ( C ) by noting this above ( 5 marks ) Options List possible agreements or bits of an agreement that we might reach tosatisfy both parties Note This should not just be a list of your target points ( 1 mark ) 1 2 3 4 5 My BATNA ( walk away alternative ) What can I do if I walk away without anagreement What is my best alternative ( indicate with an ) ( 1 mark ) 1 2 Their BATNA What do I think their BATNA is

The Answer is in the image, click to view ...

Question: QUICK PREP WORKSHEET - 1 0 marksStudent Name: _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _

QUICK PREP WORKSHEET

- 10

marksStudent Name:

_________________________________________________________

Role Play:

_____________________________________________________________

Assigned Role:

_________________________________________________________

INSTRUCTIONS: Please complete this worksheet on your own after you have reviewedyour confidential role play information. You must complete this worksheet BEFORE youconduct the actual negotiation with your partner. You may use point form. You will handin the worksheet, along with your joint Debrief sheet, after you have done thenegotiation.Your preparation for the Role Play will be more in

-

depth than this worksheet. Pleasekeep your preparation notes handy so that you can refer to them while you arenegotiating.Reference: Lewicki et al

.,

Essentials of Negotiation, Third Edition

(2017,

McGraw Hill

)

;Getting Ready to Negotiate

The Getting To Yes Workbook, by Roger Fisher and DannyErtel

(1995,

Penguin

),

page

11 (

in part

)

: Prof. Gerry LindleyThe Issues: What are the key issues that I want agreement on

?

Rank the issues in orderof importance for you.

(1

mark

) 1 .______________________________________________________________________2 .______________________________________________________________________3 .______________________________________________________________________4 .______________________________________________________________________

Issue

-

-

Issue Planning. For each of my issues, what is my

(

)

opening point,

(

)

targetpoint, and

(

)

resistance point?

(1

mark

)

ISSUE OPENING POINT TARGET POINT RESISTANCE POINT

1.2.3.4 .

SIB

555

My Interests. What I really care about. What are my wants, needs, concerns, hopesand fears. Note: this is not the same as

issues

; you do not have to provide oneexample of each of the above if it does not apply.

(1

mark

) 1 .______________________________________________________________________2 .______________________________________________________________________3 .______________________________________________________________________4 .______________________________________________________________________

Their interests.

*

What I think the other party really cares about. Their wants, needs,concerns, etc.

(1

mark

) 1 .______________________________________________________________________2 .______________________________________________________________________3 .______________________________________________________________________4 .______________________________________________________________________*

Identify which of their interests are similar

(

),

different but not conflicting

(

),

andconflicting

(

)

by noting this above.

(. 5

marks

)

Options

.

List possible agreements or bits of an agreement that we might reach tosatisfy both parties. Note: This should not just be a list of your target points.

(1

mark

) 1 .______________________________________________________________________2 .______________________________________________________________________3 .______________________________________________________________________4 .______________________________________________________________________5 .______________________________________________________________________

My BATNA

(

walk

-

away alternative

) .

What can I do if I walk away without anagreement? What is my best alternative

(

indicate with an

*) ? (1

mark

) 1 .______________________________________________________________________2 ._____________________________________________________________________

Their BATNA. What do I think their BATNA is

? Step by Step Solution There are 3 Steps involved in it 1 Expert Approved Answer Step: 1 Unlock Question Has Been Solved by an Expert! Get step-by-step solutions from verified subject matter experts View Solution Step: 2 Unlock Step: 3 UnlockStudents Have Also Explored These Related General Management Questions! Q: Your name is C.H. Wang, Director at Barrister & Counselor and you want to hire Piro Torres. The firm needs someone on board by September, and you feel you have scouted through this winter's cohort of... Q: PIRO TORRES Private Instructions You are very excited about the possibility of working with Barrister & Counselor, but you are also cautious. The whole scene in China is still very risky, very... Q: PIRO TORRES Private Instructions You are very excited about the possibility of working with Barrister & Counselor, but you are also cautious. The whole scene in China is still very risky, very... Q: PIRO TORRES Private Instructions You are very excited about the possibility of working with Barrister & Counselor, but you are also cautious. The whole scene in China is still very risky, very... Q: PIRO TORRES Private Instructions You are very excited about the possibility of working with Barrister & Counselor, but you are also cautious. The whole scene in China is still very risky, very... Q: QUICK PREP WORKSHEET - 1 0 marksStudent Name: _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ Role Play: _ _ _ _ _ _ _ _ _ _ _ _ _ _... Q: QUICK PREP WORKSHEET - 1 0 marksStudent Name: _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ Role Play: _ _ _ _ _ _ _ _ _ _ _ _ _ _... Q: QUICK PREP WORKSHEET - 1 0 marksStudent Name: _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ Role Play: _ _ _ _ _ _ _ _ _ _ _ _ _ _... Q: I am stuck with this whole problem. I watched videos over the lecture and I am getting confused on how to do the two sheets. I don't know if im switching the sheets and doing them backwards or if Im... Q: Still having trouble and my classmates can't figure It out as well. please help! Operations Scheduling Spring 2020 Finest Flora Flowers Salina Flores Store Name: Owner Name: Job Order Individual... Q: George McCoy of Florida has been manufacturing and distributing a cheesecake for more than five years, labeling his product with a picture of a cheesecake, which serves as a background for a Florida... Q: Suppose three fair dice are tossed repeatedly. Let the random variable X denote the roll on which a sum of 4 appears for the first time. Use the expression for F x (t) given in Question 4.4.5 to... Q: A retailer buys a backpack for $ 4 0 . They apply a markup of 2 5 % based on the retail price. What is the selling price of the backpack? Q: Note: This problem is for the 2018 tax year. Daniel B. Butler and Freida C. Butler, husband and wife, file a joint return. The Butlers live at 625 Oak Street in Corbin, KY 40701. Dan's Social... Previous Question Next QuestionRecommended Textbook More Books Revisiting Supply Chain Risk Authors: George A Zsidisin, Michael Henke 1st Edition 3030038122, 978-3030038120 Ask a Question and Get Instant Help! Get AnswerStudy Help Open in AppServices Sitemap Fun Definitions Become Tutor Used Textbooks Study Help Categories Recent Questions Expert Questions Campus Wear Sell Your Books Company Info Security Copyrights Privacy Policy Terms & Conditions SolutionInn Fee Scholarship Online Quiz Give Feedback, Get Rewards Get In Touch About Us Contact Us Career Jobs FAQ Student Discount Campus Ambassador Secure Payment Download Our App © 2026 SolutionInn. All Rights Reservedwindow.addEventListener("load",function(){jQuery(document).ready(function(t){

        // Clarity tracking
        (function(c,l,a,r,i,t,y){
            c[a]=c[a]||function(){(c[a].q=c[a].q||[]).push(arguments)};
            t=l.createElement(r);t.async=1;t.src="https://www.clarity.ms/tag/"+i;
            y=l.getElementsByTagName(r)[0];y.parentNode.insertBefore(t,y);
        })(window, document, "clarity", "script", "sjv6tuxsok");

        // Helper to read a cookie by name
        function getCookie(name) {
            return document.cookie
                .split('; ')
                .map(v => v.split('='))
                .reduce((acc, [k, val]) => (k === name ? decodeURIComponent(val || '') : acc), '');
        }

                 // Read cookies
         var si  = getCookie('si_u_id');
         var uid = getCookie('u_id');
         var zen = getCookie('zenid');
         // Send to Clarity
         if (si)  clarity('set', 'si_u_id', si);
         if (uid) clarity('set', 'u_id', uid);
         if (zen) clarity('set', 'zenid', zen);
         clarity('set', 'ip_address', '216.73.216.28');

        t.ajax({type:"POST",url:"/",data:{trackUserActivity:!0,reqUri:document.URL,referer:document.referrer},success:function(t){}})})},!1),window.addEventListener("load",function(){jQuery(document).ready(function(t){t.ajax({type:"POST",url:"/",data:{insertCrawler:!0,reqUri:document.URL,parseTime:"0.056",queryTime:"0.01654768548584",queryCount:"30"},success:function(t){}})})},!1),window.addEventListener("load",function(){jQuery(document).ready(function(){function t(t="",n=!1){var i="itms-apps://itunes.apple.com/app/id6462455425",e="openApp://action?"+t;isAndroid()?(setTimeout(function(){return window.location="market://details?id=com.solutioninn.studyhelp",!1},25),window.location=e):isIOS()?(setTimeout(function(){return window.location=i,!1},25),window.location=e):(i="https://apps.apple.com/in/app/id6462455425",n&&(i="https://play.google.com/store/apps/details?id=com.solutioninn.studyhelp"),window.open("about:blank","_blank").location.href=i)}jQuery("#appModal").modal("show"),jQuery(".download-app-btn").click(function(){t(jQuery(this).attr("data-question-open-url"))}),jQuery(".redirection").click(function(){var n=jQuery(this).attr("data-question-open-url"),i=jQuery(this).attr("data-id");void 0!=n?1==i?t(n,!0):t(n,!1):1==i?t("",!0):t("",!1)}),jQuery(".app-notification-close").click(function(){jQuery(".app-notification-section").css("visibility","hidden");var t=new FormData;t.append("hide_notification",!0),jQuery.ajax({type:"POST",url:"/",data:t,cache:!1,contentType:!1,processData:!1,beforeSend:function(){},success:function(t){location.reload()}})})})},!1);