Plan 3 Advice

MGMT 3721 Negotiation Skills

Some reminders for Plan 1, 2014 The Worksheet

The biggest single weakness in Plan 2 was that some of you did not respond to all of the criteria in the Evaluation Sheet we provided to you. If there is an item on that table, we expect you to respond. Some people still need to work much harder on how to lay out their worksheet (plan) to make it focused, explicit, comprehensive and concrete – and hence more usable. Do not explain things here. Leave that to the Explanation. Do not use full sentences – except for chit-chat and other questions. Use dot points. As this negotiation is much more complex, using a Landscape layout should work better than Portrait. In Landscape, a Worksheet might take about 4 to 6 pages. Some students are trying to squeeze too much into tight spaces. In your Worksheet, try to leave spaces to help with quick and easier re-reading while negotiating. There is no need to try and push it all into 1 page. In evaluating your own Worksheet (plan), you should be able to answer “yes” to the simple question: “Can I use this plan to help me negotiate better?” Any other answer means you need to revise your plan. In answering the question, you should consider content and layout of the plan. It should also help you go into and stay “in role”. Carefully proofread and edit your writing. Presentation is your responsibility and says something about you. Electronic spell/grammar checks help but are not sufficient. You are answerable for the quality of your work, not Microsoft. As with previous plans, include the following: State your role upfront on the worksheet. Identify your interests. Prioritise them and indicate that they are listed in priority order. Include tangible and intangible interests. Try to do the same for the other party. (This involves estimation based on careful reading of briefs.) Interests are not the same as goals. They are broad preferences about needs. For example, for Leslie Lee, interests included passion...