Identify a difficult situation involving negotiations. This might involve transactions at work, at home, or in the community. Review the guidelines for integrative bargaining and identify the specific tactics you plan to use. Write down specific questions and responses to likely initiatives from the other party. In particular, anticipate how you might handle the possibility of the other party’s using a distributive negotiation strategy. Schedule a negotiation meeting with the party involved and implement your plan. Following the session, debrief the experience with a coworker or friend. What did you learn? How successful were you? What would you do differently? Based on this experience, modify your plan and prepare to implement it in related situations.

AppendixLO1