1. If bargaining and negotiation are not the same, first tell me why?  Then explain using real world examples.  What are the characteristics of negotiation? 

 

2. Please explain why are strategies not tactics?  How do goals effect strategy?  What are some types of goals? Please give examples to help explain. 

 

3.Jessie represents the teacher's union in the small town of Able, North Dakota.  The teachers want a 14% increase in pay, their choice of premium healthcare plans, and they want more technology and supplies for the classroom.  Jessie has a little wiggle room on the pay increase but she wants to hold out as long as she can.  The teachers would accept an 8%-10% increase. They will not budge on insurance or supplies.  They have not gotten any new technology in 4 years.
Sarge represents the school board and the local government that manages the school district and its budget.  He knows that a 14% increase in pay could bankrupt the town.  He was hoping to get by with a 4%-5% increase.  One of the board members was able to secure a technology grant that would pay for a Chromebook for every child in the district which could help this negotiation.  
 

3. Walk this scenario through all of the steps in the integrative negotiation process, and please be specific.  (It's okay to make some assumptions) What does this negotiation need to succeed?