Discuss the importance of relationships in negotiations
- Pertinent information (400–600 words) (Probable negotiation tactics, nature of current relationships)
- Relationships and interdependence
- Discuss the importance of relationships in negotiations.
- Describe at least 2 tactics for managing conflict in negotiations.
- Relationships and interdependence
- Interests, desires, and motivations (400–600 words)
- Strategy and tactics
- Compare and contrast distributive and integrative negotiations.
- Based on your research, discuss at least 2 integrative negotiation skills or tactics.
- Use this template to complete this portion of the assignment.
- Strategy and tactics
Negotiation Strategy Planning Template
| Purpose of Negotiation
(Price, Commission, Price Improvement, etc.) |
| Desired outcome
(identify your organizations goals and objectives) |
| Pertinent information
(What facts do I have for both parties that support my proposal?) |
| Interests/desires/motivations
(What are my party’s motivations? What are the other party’s motivations? What do I anticipate the other party will object to?) |
| Sources of Power
(What is my power? What is the other party’s power?) |
| Walk-Away Alternative
(If we can’t come to agreement, what then?) |
| Ethical Considerations
(What are the ethical pitfalls or morally ambiguous issues) |
| Negotiation Team
(Roles & Responsibilities) |
| Recommended Negotiation Strategy
(identify your preferred Negotiation Strategy) |
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