Negotiation Planning Worksheet Read the “Case 2: Negotiating about Pandas for San Diego Zoo” section on pp.636–652 of Negotiation: Readings, Exercises, and Cases. Imagine that you will be leading the negotiation in this scenario.

Negotiation Planning Worksheet

 Read the “Case 2: Negotiating about Pandas for San Diego Zoo” section on pp.636–652 of Negotiation: Readings, Exercises, and Cases.

 Imagine that you will be leading the negotiation in this scenario.

Create a plan of at least 750 words for your upcoming negotiation by answering the questions in the following table.

Format your plan using West Writing Style Handbook guidelines.

Include a minimum of two sources, which may consist of readings from the University Library, your text, and other selections. 

Question Response
What are the issues to be negotiated?

 

 
What are the issues to be negotiated?

 

 
What are the primary underlying interests?

 

 
What are my limits on each issue— walkaway points and BATNAs?

 

 
What are my target points and opening requests on these issues?

 

 
Who are the important constituencies to whom I am accountable?

 

 
What do I know about the other negotiator’s interests, negotiating style, and personal reputation?

 

 
What overall strategy do I want to pursue?

 

 
What do I need to assemble— research, documents, charts and graphs, and so on— to make the most effective presentation on what I want to achieve? What tactics will I use to present my arguments or defend against the other negotiator’s arguments?

 

 
What protocol is important for this negotiation: where we negotiate, when we negotiate, who is present for the negotiation, agenda to be followed, note taking? Also, what is our backup plan if this negotiation fails?

 

 

 

References

 

<Insert your references here>

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