PREPARE FOR A NON-ROUTINE NEGOTIATION
Name _____________________ Date ___________
Below is a collection of 3 negotiation scenarios. In each case, you are to do read the scenario and then answer the questions.
Scenario 1
Bob works for a small printing shop in Leumeah with only 5 employees. He has been with the same company for 7 years and has never asked for a pay rise. Bob’s wife is 8 months pregnant and can no longer work so he really needs more money. Bob has decided to try and negotiate a pay rise for the first time in his career.
1) What is the objective of this negotiation?
____________________________________________
2) Will Bob be entering into a Routine or Non Routine negotiation? __________________________________________
3) List 6 Stakeholders in the negotiation and for each one, list 2 of their issues:
Stakeholder A: _____________________________________
Issue 1: _____________________________________
Issue 2: _____________________________________
Stakeholder B: _____________________________________
Issue 1: _____________________________________
Issue 2: _____________________________________
Stakeholder C: _____________________________________
Issue 1: _____________________________________
Issue 2: _____________________________________
Stakeholder D: _____________________________________
Issue 1: _____________________________________
Issue 2: _____________________________________
Stakeholder E: _____________________________________
Issue 1: _____________________________________
Issue 2: _____________________________________
Stakeholder F: _____________________________________
Issue 1: _____________________________________
Issue 2: _____________________________________
4) List some of the interpersonal skills that will be required:
________________ ________________ _______________
________________ ________________ _______________
Mind-Map the Issues of this Negotiation:
Scenario 2
Tim and Judy have been married for 5 years. Tim drives a forklift from Noon to 9pm Monday through Friday and Judy works as a receptionist for a real estate agent from 9am to 5pm Wednesday through Saturday. Tim enjoys playing golf on his days off and Judy often goes to see her family in a distant suburb. Both feel they want to have more quality time together and so they have decided to have a talk about it.
1) What is the objective of this negotiation?
____________________________________________
2) Will Bob be entering into a Routine or Non Routine negotiation? __________________________________________
3) List 6 Stakeholders in the negotiation and for each one, list 2 of their issues:
Stakeholder A: _____________________________________
Issue 1: _____________________________________
Issue 2: _____________________________________
Stakeholder B: _____________________________________
Issue 1: _____________________________________
Issue 2: _____________________________________
Stakeholder C: _____________________________________
Issue 1: _____________________________________
Issue 2: _____________________________________
Stakeholder D: _____________________________________
Issue 1: _____________________________________
Issue 2: _____________________________________
Stakeholder E: _____________________________________
Issue 1: _____________________________________
Issue 2: _____________________________________
Stakeholder F: _____________________________________
Issue 1: _____________________________________
Issue 2: _____________________________________
4) List some of the interpersonal skills that will be required:
________________ ________________ _______________
________________ ________________ _______________
Mind-Map the Issues of this Negotiation:
Scenario 3
Stephaney and Hend are business partners in an advertising agency. They have a new client who wants to have a corporate identity package created for a new flower shop. There will be a meeting with all three parties to discuss what services will be provided and how much it will cost.
1) What is the objective of this negotiation?
____________________________________________
2) Will Bob be entering into a Routine or Non Routine negotiation? __________________________________________
3) List 6 Stakeholders in the negotiation and for each one, list 2 of their issues:
Stakeholder A: _____________________________________
Issue 1: _____________________________________
Issue 2: _____________________________________
Stakeholder B: _____________________________________
Issue 1: _____________________________________
Issue 2: _____________________________________
Stakeholder C: _____________________________________
Issue 1: _____________________________________
Issue 2: _____________________________________
Stakeholder D: _____________________________________
Issue 1: _____________________________________
Issue 2: _____________________________________
Stakeholder E: _____________________________________
Issue 1: _____________________________________
Issue 2: _____________________________________
Stakeholder F: _____________________________________
Issue 1: _____________________________________
Issue 2: _____________________________________
4) List some of the interpersonal skills that will be required:
________________ ________________ _______________
________________ ________________ _______________
Mind-Map the Issues of this Negotiation:
