Journal Entries
Provide answers to the following question in addition to items you feel are important. Please be inclusive and provide the instructor with detailed insight into your thought process prior to the negotiation.
1) What does success look like for me? What do I want from this negotiation? List short-term and long-term goals and dreams related to the negotiation.
2) What are my strengths—values, skills, and assets—in this negotiation?
3) What are my weaknesses and vulnerabilities in this negotiation?
4) What is my best alternative to a negotiated agreement, or BATNA? That is, what option would I turn to if I’m not satisfied with the deal we negotiate or if we reach an impasse? How can I strengthen my BATNA?
5) What is my reservation point–my indifference point between a deal and no deal?
6) Is there a zone of possible agreement (ZOPA) between my reservation point and the other side’s? If there clearly is no room for bargaining, then there’s no reason to negotiate—but don’t give up until you’re sure.
Use the following question in addition to items you feel are important during the negotiation process. Please be inclusive and provide the instructor with detailed insight into your thought process during to the negotiation. In your preparations, you will develop your own list of questions. Include those in this section of the journal as well.
Below are a few guiding questions to ask during the negotiation. You will have many more as you work through the negotiation process. Be sure to research many questions more questions as you read through the case and your role profile (May Case B).
1) What is our process for this meeting? Agenda? [Example agenda could be developed prior to meeting via email or pre-meeting]
2) How was conflict addressed by both parties?
3) Was this a win-win negotiation? [Both parties will ask this question]
