BUSI 455
Negotiation Planning: Management and Employees Assignment Instructions
Overview
For each negotiation, you will participate in a negotiation simulation and submit an individual assessment. you will negotiate to resolve respective issues.
Instructions
Review the background and the confidential information for your role in the negotiation.(ATTACHED SEPARATLY) Then develop a detailed plan for your negotiation.
Submit an individual planning assessment by answering the Basics, Alternatives & Expectations, and Objective Criteria questions presented below, providing at least 100 words in response to each question, while including Biblical worldview integration throughout your analysis.
Your planning assessment should provide a minimum of 1,000 words of analysis (not including cover page and References page), be APA formatted, and cite a minimum of 4 relevant professional resources (in addition to at least one of your textbook(s) and 2 Bible Verse citations) in APA format with a properly APA formatted References page.
Acceptable sources include peer reviewed journal articles, professional information sites, professional negotiation information sources, professional trade journals, the Wall Street Journal, etc., as well as the course textbooks, and the Bible.
Treat this as a formal planning brief that you will submit to senior leadership. Be as thorough as possible, applying negotiation concepts, theory, and tactics from the course readings.
Note: Your assignment will be checked for originality via the Turnitin plagiarism tool.
NEGOTIATION PLANNING QUESTIONS
BASICS
What are you hoping to achieve? (100 words)
What is your counterpart hoping to achieve? (100 words)
(Do not speak with your counterpart. This question is designed to help you anticipate what your counterpart will want to achieve before you negotiate.)
What are Your Interests and Considerations? (100 words)
What are Your Counterparts Interests and Considerations? (100 words)
(Do not speak with your counterpart. This question is designed to help you anticipate what your counterpart’s interests and considerations will be.)
ALTERNATIVES & EXPECTATIONS
What is your BATNA and Why? (100 words)
What is your Counterpart’s BATNA and Why? (100 words)
What are your Resistance and Target Points? Why? (100 words)
What is your Counterpart’s Resistance and Target Points? Why? (100 words)
OBJECTIVE CRITERIA
Objective criteria are factual pieces of information, independent of the parties in the negotiation, that are relevant to what should or should not be agreed to in that negotiation. As an example, in negotiating to purchase a particular car, we would want to look at what that car sells for at other dealerships.
Key Performance Indicators, Measurable Targets (price/salary/cost per units), both financial and performance, are considered here.
What are your Objective Criteria? Why? (100 words)
What are your Counterparts Objective Criteria? Why? (100 words)
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