NEGOTIATION ROLE PLAY EVALUATION TEAM______________________________ GRADE_______

____ 25 Effective Premeeting Planning

Good roles Setting objectives for pre-negotiation meetings Information acquisition

____ 10 Role Play Details

Name cards w/titles Agenda (all) Premeeting agreements (all) List of objectives (all)

____ 10 Starting the Session

Introductions Reiterate premeeting agreements Agree on agenda

____ 15 Win-Win Strategies and Tactics

Probing Listening Nondefensive Phrasing Friendly

____ 15 Making concessions

Probing Selling value Reciprocal Wise

____ 15 Team Management

Effective break discussions Handling disagreements Keeping members on track

____ 10 Reached Necessary Agreements

Kept track throughout Summary Clear agreement Timely