The Bargaining Negotiation Strategy

The Bargaining Negotiation Strategy


The purpose of this assignment is to help you learn to work the distributive negotiation process, also known as bargaining, and the integrative/collaborative negotiation process. These are both important negotiation strategies/styles/approaches that, when used effectively, make you an effective negotiator.


  • Answer the following questions using complete sentences, proper grammar, spelling, capitalization and punctuation.
  • Please respond using the question numbers below.

Things You Should Know

  • Please submit your work in a Word document.
  • Total points:  100 (each question = 10)

Questions relating to text:

  1. Explain the bargaining negotiation strategy.
  2. Identify 2 situations with which you’re most familiarwhere bargaining is most likely to be effective? [These are your personal experiences.]
  3. Identify and explain 1 hardball tacticoften used when bargaining.
  4. Identify the different reference pointsused in negotiation, including one where bargaining is used.
  5. Identify and explain 1 normused in negotiation.

Questions relating to the “Collaborative Negotiation Model” video:

  1. Which negotiation strategywill be most effective for the parents and their son to use when addressing the issue identified in the video?
  2. What is 1 open-ended question the parents may ask their child in order to reveal his interests?
  3. What are 2 intereststhat the parents and their son may share?
  4. What should the parents and their son do when they share interests (share a need or fear), but have a different way(s) of satisfying their respective interests?
  5. What is the son’s BATNAlikely to be?

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