This is the most difficult task. A negotiator should identify the topics of discussion as well as the sequence of discussions. Everyone has a preferred negotiation style . Each style can be either ideal or worthless , depending upon the style of the person on the other side of the table and the duration of the relationship. Hard, or aggressive, negotiators prefer to understate both their willingness to settle and their probable end point.
Hard negotiators approach the negotiation as a test of wills in a zero sum game.
Soft negotiators approach negotiation as a path to agreement. This assignment must be typed on one sheet of white paper, but you may use both sides, each with four one-inch margins. Often the form is easiest to use and read if printed in landscape. Each side of the page shall have a single line header within the margin. The header shall start with your name and then list the role you are playing, followed by the date submitted.