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Individual Report: Planning for a Negotiation and Your Negotiation Strategies
Your report should be typed in this Word document, 2-page in length and single-spaced, with 12point Times New Roman font. You may expand any of the boxes to accommodate longer
responses. Please answer the questions in the boxes provided for you. For this report, external
sources are not required. However, if you use them, appropriately cite non-textbook readings and
external ideas you reference. Include sources at the end of your report.
We negotiate on a daily or weekly basis. For this short report, think about a negotiation you
have that is upcoming or you expect that will likely occur in the future. Prepare for this
negotiation in the following 4 steps and provide your answers clearly and thoroughly to the
questions in the boxes below each question.
1) Identify the negotiation condition by providing the following information:
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Who is your negotiation counterpart and when will this negotiation (likely) occur?
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What are your objectives in this negotiation? Will your counterpart have the same objectives?
2) Analyze your position. What are your TP, RP, and BATNA in this negotiation? Provide
justification for your TP, RP, and BATNA.
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TP:
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Justification:
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RP:
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Justification:
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BATNA:
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Justification:
A. What are the objectives?
3) What types of power (identify at least 2) do you have (see textbook for five types of
power)? Explain why you have these types of power.
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List your types of power:
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Why you have these types of power:
4) Discuss two strategies that you will use to achieve the integrative potential in this
negotiation. For each strategy, specify what you will do during the negotiation to increase
the integrative potential and why your strategies will work for reaching this integrative
potential.
Integrative Strategy 1
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What will you do:
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Why will it work for an integrative outcome:
Integrative Strategy 2
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What will you do:
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Why will it work for an integrative outcome:
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