(This is only a suggestion on how preparation can be conducted.

)
Semester One 2020/21
BHMH2160 Negotiation Skills

Tutorial

Preparation

Suppose you are a tutor and you have to negotiate with the parents of one primary 5
student for the pay of the lessons you provide. Use the following worksheet to help you
plan for the coming negotiation.

Me Other Party
Issues and
priority Issue I want Priority Issue Priority
1. Hourly rate $150 __1_ Hourly rate __4_
2. Time duration 2 hrs __2_ Time duration __3_
3. No of subjects 2 subj __3_ No of subjects __1_
4. Additional None __4_ Additional exercise __5_
exercise
5. No of lessons/wk 2 __5_ No of lessons/wk __2_

Objectives – Earn pocket money Better academic results

what we want
to achieve

Interests Satisfaction Better progress/ self

(psychological Independence esteem
need, fear or
Convenience
concern)
Busy life
Potential No of lessons, then additional Additional exercise, then
concessions exercise (can give up on these for hourly rate (can give up
you are
higher hourly rate) on these for teaching all
willing to give
up. subjects)
Settlement 1) $120/hr Tue & Thu 5-7pm Eng & Maths, additional exercise
Options before test
2) $150/hr Mon, Wed, Fri 5:30-7:00 all subjects without
additional exercise
Question

What is the consequence if only ONE single issue is involved in this

negotiation?
No possibility for trade-off, hence win-lose negotiation results.