Service negotiation- negotiating with a service provider (e.g; cell phone, cable t v., high speed Internet, etc.) 1. In this negotiation, what do you hope to get ( wish/ asking price) , expect to get ( " want" / target price) and the least you would be willing to settle for ( " walk" / reservation price/ bottom line) 2. What do you think is the other party's wish , want and walk price 3. What can you say / do to help make this negotiation collaborative (win- win) rather than competitive? 4. What no's do you expect to hear in response to your proposal, and what do you plan to say/ to do help overcome. 5. Are there any outside authorities ( e.g; policies, laws, independent reviews, Internet search, competitors offers , etc ) that you could reference to make your requests responses appear more authoritative and credible