Negotiations – Managerial Leadership

Think about work interactions where you needed to negotiate. Identify one situation in which you were not as successful as you might have been in your negotiation.

· Write a short paper describing the original situation, how you handled the situation at the time, and how you might handle it now.

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· Be sure to discuss:

o the nature of the situation

o the type of power you had in the situation

o the type of power your colleague had in the situation

o the negotiation strategy you used

o the negotiation strategy you might have used

§ Don’t forget to examine the four principles of interest-based negotiation, which are below

Use Citations From:

1. Getting to Yes by Roger Fisher and William Ury

2. The Empowered Manager by Peter Block

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