NEGOTIATION SKILLS CASE STUDY

NEGOTIATION SKILLS CASE STUDY
Goals and Best Alternatives 1. What is our goal in this negotiation? Why do we want to achieve this goal?
2. What is my best alternative for achieving this goal if this negotiation is not successful?
3. Will I disclose my best alternative to the other side during this negotiation? (Usually “yes” if your alternative is strong and “no” if your alternative is weak.)
4. How can I improve my best alternative? (By improving your alternative, you increase your power.)
5. What is the other side’s goal in this negotiation? Why does the other side want to achieve this goal?
6. What is the other side’s best alternative for achieving its goal if this negotiation is not successful?
Issues That Are Likely to Arise (apart from price) What issues are likely to arise during the negotiation? List them and after each issue note:
1. why the issue is important to me
2. facts I can use to support my position on each issue,
3. why the issue is important to the other side. 7. Do I have a personal or long-term relationship with the other side? If so, how might
this relationship affect the analysis in

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