There are 4 different negotiations that you will be required to carry out. You will need to answer all the questions in part I and part II for each scenario.

Scenario #1: Retail negotiation - negotiating face-to-face for a price reduction in the purchase of an item for sale.

Scenario #2: Service negotiation - negotiating with a service provider (e.g., cell phone, cable t.v., high-speed internet, credit card, car insurance, etc.) for a price reduction and/or enhanced benefits/services at reduced/no additional cost.

Scenario #3: Workplace/school negotiation negotiating a workplace or school-related issue face-to-face with a coworker or faculty member.

Scenario #4: Interpersonal negotiation negotiating the resolution of a conflict or difference of opinion with someone you know, e.g., a family member, friend or acquaintance. In your write-up, please copy each of the following questions verbatim, and answer them in the same order as they appear here.

Part I: Pre-negotiation Preparation Worksheet

1. If you are unable to reach an agreement in your negotiation, what are your alternatives (what do you see as your best alternative(s) to a negotiated agreement (BATNA))?

2. What are your real interests in this negotiation (what you need to achieve, and why):

3. What are your must haves in this negotiation vs. what youd like to have:

4. In this negotiation, what do you hope to get (wish/asking price), expect to get (want/target price) and the least youd be willing to settle for (walk/reservation price/bottom line)?

5. What do you think is the other partys wish, want and walk price?

6. What can you say/do to help make this negotiation collaborative (win-win) rather than competitive?

7. What nos do you expect to hear in response to your proposals, and what do you plan to say/do to help overcome them?

8. Are there any outside authorities (e.g., policies, laws, independent reviews, internet search, competitors offers, etc.) that you could reference to make your requests/responses appear more authoritative and credible?

Part II: Description of the Negotiation

NOTE: For the retail or service negotiation, you are not required to actually purchase the item or additional service.

1. How/where/when/with whom did your negotiation take place?

2. What was the outcome of the negotiation; describe the negotiation process.

3. Specifically, in what ways were you satisfied/dissatisfied with the outcome?

4. Explain the things did you do well in the negotiation?

5. Specifically, explain what you did during the negotiation that could use improvement?

6. Finally, what did you learn in this negotiation that could help you in your career?