This assignment will provide an opportunity to prepare for a $$personal$$ negotiation situation.

The negotiation can be a distributive or integrative or a combination of both. The situation that

is described can be from the past when perhaps you didn$$t prepare adequately or it can be an

anticipated future situation. The submission will be a document that has been prepared in

advance of the negotiable situation. Although it would be desirable, the report does not require

an actual negotiation.

Assumptions

The following are assumptions for the exercise:

$-$ The same process for preparing can used for both distributed and integrative

negotiations.

$-$ The negotiation situation will involve yourself and one other person

$-$ The preparation report should be considered a first step, realizing that it may be

necessary to modify or adjust as new information emerges during an actual negotiation.

Content of the Submission

$1.$ Describe the situation and your negotiating role

$2.$ What are the issues?

$3.$ Determine if the negotiation will be mostly distributive, integrative or a mix of both.

$4.$ Identify your goal$($s$)$ for the negotiation.

$5.$ Describe your targets and opening $($primarily for distributive negotiations$)$

$6.$ Identify the overall strategy that you intend to take.

$7.$ What are the positions of both parties?

$8.$ What are the interests of both parties?

$9.$ What is your best alternative to a negotiated agreement $($BATNA$)?$ Does your fellow

negotiator have a BATNA?

$10.$ What protocols $($if any$)$ do you need to develop