Part D & E

PART D.

David Meets Goliath – Negotiating with Wal-Mart (150 Words)

·  Consider a situation where you are negotiating with Wal-Mart for your family farm’s milk. Confronted with various hardball price challenges, what type of negotiation situation would you use: distributive or integrative and why? 

·  What are your key negotiating principles?

PART E. 

Michael Bloomberg vs. New York Teachers’ Union (3 Pages)

 In 2010, New York State passed a law that required its school districts to develop more stringent teacher-evaluation systems. Local school districts and their unions were assigned a task for specifying certain criteria of their new systems by January 17, 2013. New York City was going to receive benefits of $250 million in aid and another $200 million in grants if the agreement was reached on a new system, a 4% increase in state aid. However, as the January 17th deadline approached, Bloomberg and New York Teachers’ Union were not even close to reaching an agreement.

·  As a top negotiator, you were asked to design a strategy using a win-win situation for both parties. 

·  Identify the four steps of Integrative Negotiation Process, and conduct analysis of how these four steps might help you in designing your negotiation strategy.