Negotiation tactics
Carefully read the following scenario and answer the questions at the end. Be clear in your responses and make sure to address each question in the last paragraph.
First, state what your position is as well as your underlying interests. Based on the above, assume that you have decided to approach the negotiation as a distributive negotiation. Briefly support why you have done so.
Next, state which negotiation style you will use and why you have chosen it. Afterward, set a goal for yourself and suggest potential supporting standards and norms.
Who is likely to have leverage in the negotiation between you and Sergei and why? Likewise, who has a stronger BATNA and who has a weaker BATNA and why?
How do time constraints impact the leverage and BATNA in this example? Based on what you have suggested thus far, state and justify your three points or prices for the negotiation.
