Movie Analysis

Journal #2 : Negotiation preparation - Name & Student #

1. How would you define the situation or the problem? What is the “gap”?

Current situation (your view/their view)	Ideal situation (your view/their view)

2. Is there potential for negotiation? Why? Explain

Problem to solve? Whose problem is it?
Conflict to resolve?
Value to create?
Resources to share?
Is there interdependency between the parties?

3. Who are the stakeholders? Primary (P) or Secondary (S) What is at stake for them? Explain shortly

Stakeholder	P or S?	At stake?

What is at stake? Commodities (C): land, $, material / Principles (P) : Values, beliefs, ideas, reputation / Territory (T): Physical, psychological / Relationship (R): power, role, prejudice…

4. What is your goal? What are your interests/needs/wants? What are the goals and interests of the counterpart?

	YOU	YOUR COUNTERPART
Goal(s) Interests Needs Wants

5. What are your fears/concerns/worries?

	YOU	YOUR COUNTERPART
Fears Concerns worries

6. Is there shared interest? Why?

7. Human factors

	YOU	YOUR COUNTERPART
Personality
Emotions
Perception/ framing
Stress
Conclusion

8. Situation assessment

a) Is it one-shot, long-term or repetitive?

b) Do the negotiations involve scarce resources, ideologies or both?

c) Necessity or opportunity? Exchange or dispute situation? Is agreement required?

d) Is it legal to negotiate? Are there time constraints or time-related costs?

e) Is third-party involved (or potentially involved)?

f) Are there conventions or norms in terms of the process of negotiation (e.g., who makes the first offer; fairness norms, etc.)?

g) Do negotiations involve more than one offer?

h) Is there a power differential between parties?

i) Is there a precedent? An history?

9. In light of the previous questions, do you see it as distributive situation or an Integrative one? Why?

Integrative or Distributive	Why?

10. What are the issues? = what is negotiable?

Issues/items to negotiate	details
tangible
Intangible
Bargaining mix / packages

11. OPTIONS AND PREPARATION

	YOU	YOUR COUNTERPART
Options
BATNA
WATNA
TARGET (realistic point)
Resistance point (walk away)
Opening/initial offer /stance
Concession planning

12. In light of the previous questions, which strategy and tactics do you plan on implementing? Which communication style and communication strategy will you use?