University:
Massachusetts Institute of Technology
Course:
15.992 | S-Lab: Laboratory for Sustainable Business
Academic year:

2023
Views:

454

Pages:

2
Author:

estellia05wt

PRE-EXERCISE DIAGNOSIS Power and Negotiation Use the Pre-Exercise Diagnosis Survey to evaluate the negotiation situation, your own aspirations, and those of your counterpart(s). Remember preparation is the hallmark of a successful negotiation. One "Pre-Exercise Diagnosis Form" must be submitted by 1 pm on the day of every class for which a simulated negotiation is scheduled You should also print or save a back-up copy of your pre-diagnosis assignment, and bring a copy of your assigment to class with you for reference during the negotiation exercise. Pre-exercise diagnoses should be 1-2 pages (500 word limit for two-party negotiations, 750 word limit for multiparty negotiations), and include the information below. Name: Exercise: Your Role: Questions: 1. * 2. * 3. * Evaluate the situation from your perspective (be specific; Include and label your aspirations, best alternative [BATNA], reservation point, sources of power/[strengths], sources of weakness/[concerns]. Include as appropriate emotions, options, standards, etc.) Evaluate the situation from your counterpart's perspective (be specific; Include and label your beliefs about your counterpart's aspirations, best alternative [BATNA], reservation point, sources of power/[strengths], sources of weakness/[concerns]. Include as appropriate your beliefs about your counterpart's emotions, options, standards, etc.) Given your evaluation of the situation, what will be your opening move/first strategy? Why? How do you expect your counterpart to respond? What will you do next if your counterparts acts as expected vs. counter to your expectations? PRE-EXERCISE DIAGNOSIS (Due Weekly) Power and Negotiation 4. *Relfect on the previous, in-class negotiation exercise or a recent real-life negotiation (a negotation from the past week during which you employed concepts from the course or readings). Take aways: What went well and why? Did anything unexpected happen? What, if anything, would you do differently next time? 5. [Note: After reflecting, you may want to revise your answer to question about your opening move/first strategy for the upcoming exercise]