Discussion Question
“Give me a stock clerk with a goal and I’ll give you a man who will make history. Give me a man with no goals and I’ll give you a
stock clerk.” ~ J.C. Penney
With that as a given, then let us explore the “how” of getting to our goals. Tells us about the “how” with regard to negotiations.
So, let us explore the major elements for selecting a negotiating strategy to reach our negotiating goals and how to execute that
strategy.
Think about the first 5 items on the list. Select one of the items on the list to discuss.
1. Define the negotiating goals.
2. List the major issues in the negotiation related to achieving the goal.
3. Define their relative importance of each issue and define the bargaining mix.
4. Define the interests.
5. Define the alternatives (BATNAs).
Describe how that item impacted a negotiation in which you took part. It may have been a family, domestic, club, interest group, or
business negotiation in which you were involved. Just visualize the negotiation, how it began and how it ended. Then share the item
and how it impacted the negotiation.
For example, if the problem was never properly defined it is highly likely the outcome was a failed negotiation. Make sure to
respond to two of your peers during the forum.