General guidelines for the planning document 

Requirements 1. Word limit: 2000 words 

a. [IMPORTANT] Include the word count on the title page

 2. Graded on the details of your preparation and writing flow of document 3. 

3 references required (from Question 12): peer-reviewed journals and negotiation books 

4. DO NOT directly copy the assignment questions to your assignment a. This will increase your similarity score

 5. Be sure to include proper text citations and APA style references for all sources 

** Please note that these questions only cover the basic elements of any negotiation. 

You should also think about other critical questions for each negotiation exercise and include the relevant details. 

1. Negotiation exercise title: 

2. Your role:

 3. What issues are most important to you?

 a. List in order of importance 

4. What is your BATNA? Reservation price? Target? 

5. What are your sources of power? In other words, what gives you an edge in this negotiation? 

6. What issues are most important to your opponent? (Take a reasonable guess) 

a. List in order of importance 

7. What do you think is your opponent’s BATNA? Reservation price? Target? (Take a reasonable guess) 

8. What do you think your opponent’s sources of power are? (Take a reasonable guess) 

9. What is your opening move/first strategy? 

10. How will you respond to your opponent’s strategy? 

11. From the textbook, what are the relevant concepts and strategies that you should know about for this negotiation exercise? Provide as much detail as possible. 

12. Look at the different topics that we’re covering each week and do outside research. From research (ie. outside of textbook), what are the relevant concepts and strategies that you should know about for this negotiation exercise? Provide as much detail as possible. 

13. Is the calculation required in this exercise? 

If so, prepare an Excel spreadsheet with provided formulas in the exercise handout. Input the provided formulas into the spreadsheet so it will automatically calculate your total points when you input the numbers. Do not expect to hand-calculate your total points during your negotiation exercise. Attach the screenshots of your spreadsheet in the Appendix.