Assignment:
The second piece of the course project gives you the opportunity to engage in the first two stages of the negotiation process. The first two stages relate to preparation and information exchange. Additionally, you will be gaining insight into your authentic self in the negotiation process, practicing behaviors for building greater other awareness, and refining your use of negotiation tools.
Preparation and Information SharingTasks:
- Begin this segment of your final project with a one-paragraph introduction that summarizes the negotiation scenario, purpose, and participants
- Provide a one to two page evaluation of responses to the seven fundamental questions (SFQs) (detailed earlier in the course material) for your negotiation scenario.
- Provide a one-page assessment of a price matrix for your role (e.g., buyer) in the negotiation. How did you determine the various pieces of your matrix? If the primary issues of the negotiation are not related to a price, provide a resource matrix of the primary issues. You may include a chart or a table as part of your presentation of a price matrix.
- Provide a one-page analysis of the zone of possible agreement for the negotiation by projecting a price or resource matrix for the other party in the negotiation and integrating it with the price matrix for your role. How did you determine the other party's matrix? You may include a chart or a table as part of your presentation of the zone of possible agreement.
- Evaluate a best alternative to a negotiated agreement (BATNA) for both parties, including a discussion of the processes you used to determine the BATNAs. Also, analyze possible ways to strengthen your BATNA and to weaken the other party's BATNA. Assess the leverage available in the negotiation. Your discussion of BATNAs should be one to two pages.
- Finally, analyze the information-sharing process in the negotiation. How was information shared? What was the climate of the information-sharing stage? What were the various interests and the data that emerged from the information exchange, and how might they impact the negotiation process and the potential outcome? What information was not shared, and how does that impact the negotiation process and outcome? The discussion of information sharing should be two to three pages.
Submission Details:
Please use scholarly references
Submit your answers in a 6 to 9 page Microsoft Word document.
Support your analysis of the negotiation situation, process, and factors by using appropriate examples and research.
Textbook Information
Title:Negotiation
Author:Roy J. Lewicki; David M. Saunders; Bruce Barry