PRE NEGOTIATION WORKSHEET
INTERCULTURAL NEGOTIATION

Name of Negotiation:
Date of Negotiation:
Your Name(s) (First name and surname):
Your role in this negotiation:

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REMINDER: The Pre-Negotiation worksheet MUST be completed PRIOR to your negotiation. IMPORTANT! 10% of your grade on this assignment will be based on the visual quality of your written work. This includes (but is not limited to) providing all requested information, proofreading your document, running a grammar and spell check, and insuring that your document is properly formatted and aligned. It is fully expected that you will submit “professional quality” work to your instructor, both in content and in presentation.

PART 1: YOUR ANALYSIS OF THE NEGOTIATION 1. In one or two paragraphs, please provide a summary of why this negotiation is taking place. You should include what brought the two parties to the bargaining table, and what they hope to accomplish during the course of this negotiation. Be as specific as possible using the general and/or confidential written information that was provided for you.

2. What alternatives do you have if you do not successfully complete this negotiation? List all that apply (whether they be good or bad) and then identify which option is your BATNA and why.

3. What possibilities do you see that could be used to bring added value to BOTH parties in this negotiation? (“enlarging the pie”)

PART 2: PREPARING TO NEGOTIATE

1. In preparation for this negotiation, what have you learned about the culture(s) of both your partner(s) and your counterparts? What specific cross-cultural challenges are you anticipating? What will you do to prepare for those cultural differences?

2. What are your INTERESTS in this negotiation?

3. What currencies do you have that could be of