The Task 1 evaluation consists of a critical thinking and analysis of questions based on the ideas and theories that have been examined in the course, as well from the academic and other related sources, beyond the material in the lecture notes, to support your answers wherever possible.
• Individual written assignment prepared in Harvard style.
• Task 1. The student must answer the preparation questions in relation to the negotiation case study they will be assigned in essay format, analyzing theories and models. (Each student will be assigned a role in the Negotiation for Task 2) Answer the following questions in relation the role-play you are given. Additional case studies may be referred to when providing examples.
• Students must write in complete sentences and develop paragraphs. No bullet points are allowed unless indicated in the question.
Task 1. Preparation questions asked prior to a negotiation:
- What material will you have in your briefing book?
Your briefing book provides you with an arsenal of information upon which to negotiate successfully.
a) Notes on the other party? What do you know about them?
b) Lists of your major and minor interests. What potential arguments might they make and how will you overcome their objections?
c) Lists of their major and minor interests. What potential arguments might you make and how will they try to over-come your objections?
d) What research and background material will be developed for the negotiation? Both on your side and on theirs.
e) Identify and explain the specific packages or trades. What do you and the other party have to offer and trade?
f) What is your possible BATNA?
g) What is their possible BATNA? - Negotiation Style
a) What is your negotiation/ communication style? Identify and explain your style. Cite your source for support.
b) What is their negotiation/ communication style)? Identify and explain their style. Cite your source for support.
- Strategy involves the overall approach to negotiations. Some strategies are designed to claim value and others are designed to create value. Will it be a win-win, distributive, integrative, principled, open confrontation?
a) What strategy (be specific) do you plan to follow in the negotiation (competitive, cooperative, integrative, principled)?
b) Why? Identify and describe the strategy you will use. Cite your sources.
- Opening Position – Most experienced negotiators will come into a negotiation to first exchange information, establish a relationship and size up the other side.
a) What will be your opening position? Why? Cite a source to support your decision.
b) What information do you not want to share and with the other side and why?
c) What information do you want to share with the other side and why?
d) Identify and cite a strategy to support your idea.
- Concessions – Concessions are an extremely important component of a negotiation. They transmit information about the likelihood that a deal will eventually be struck. The pattern of your concessions over time indicates who claims the most value.
a) What concessions are you willing to make and not willing to make? Why? List in order
b) What concessions do you think the other party will be willing to make and not willing to make? Why? List in order
- Closing the Deal
a) What is needed to close the deal? Identify and list what main points must be negotiated and agreed to by both parties to have a contract? (you may use bullet points here)
- What do you hope to achieve and what do you think you will realistically achieve?
a) What would you like to achieve? List your top 3 points you hope to fully achieve?
b) What do you think you will the hardest for you to achieve in relation to your top three points and why?
Develop a comprehensive understanding and awareness of Negotiation strategies and tactics.
Analyzing and preparing for a role play Negotiation simulation.
Identify, analyse and clarify through preparation your, and the other party’s interests in the negotiation.
Identify and prepare your type of negotiation strategy based on your own strengths and weaknesses.
Identify and analyse the importance of concessions in the closing of a negotiation.
Define the Problem or Issue
ds to the negotiations on the matter. Student is reasonably able to identify, comprehend, and articulate the problem or issue that leads to negotiations on the matter. Student has a clear understanding of the problem or issue and is able to effectively identify and articulate the problem or issue for negotiations on the matter Student has a clear and unmistakable understanding of the issue and has a superior ability to articulate the problem or issue and can effectively explain and clarify the issue for others.
Identify Proposal Motivation
