Order ID 53563633773 Type Essay Writer Level Masters Style APA Sources/References 4 Perfect Number of Pages to Order 5-10 Pages
Negotiation Preparation Worksheet and Rubric
“People who know what they want, what they are willing to settle for and what the other side is all about stand a better chance of negotiating a more favorable deal for themselves.”
Preparation is the most important activity in the negotiation process. When prepared for an upcoming negotiation, the first step is spending some time thinking about and identifying the issues and your positions and interests that will likely be addressed during the negotiation. You should look at these issues, positions, and interests from your perspective and from the other side’s perspective. In Module 4, you learned about the importance of identifying your BATNA, and now in this assignment, you will also make some well-reasoned assumptions about the other side’s BATNA. You should also look at ways of creating value or expanding the pie.
Using a negotiation worksheet during the preparation process will help walk you through the different elements that you expect to encounter during the negotiation process. In this assignment, you will consider a specific scenario and use the worksheet below to help you prepare for a hypothetical negotiation. This assignment is designed to help you practice the concept of preparation through the use of a worksheet.
Your company is replacing 30 computers for its office operations. This represents 50% of the inventory of computers for the business. The computers being replaced have sufficient capabilities to handle the current needs of the company. However, the objective in replacing the computers is to upgrade the technology in the office over the next two to three budget cycles, to prepare for an upgrade of the system-wide financial, accounting, and human resource systems. Your budget for the first 30 replacements per computer is $2,500 or a total of $75,000. You have contacted several local computer distributors to try to get the best price. ABC Office Technologies, a computer distributor company, will be coming to the office to look at the office setup and to make recommendations on the type of computer equipment they believe you may need and that they offer and sell. The ABC sales representative, in setting up the visit, said that they wanted to “earn your business.” This visit could be the first negotiation session with ABC, so you need to be prepared. To prepare, you will use a negotiation worksheet to develop your negotiation plan for this purchase.
As part of your preparations, you must review what you know about the company. ABC Office Technologies is a small computer company that specializes in computer and office products. They are a full-service company providing computer units, delivery and installation, warranty work, and financing for their installed products. The company has been in business for the last 10 years and is always looking for new business. ABC strives to provide good customer service with the hope that their existing clients will choose them for purchases of additional equipment and repeat business. ABC has a good standing with the Better Business Bureau.
For this assignment, follow these steps:
1. Save a copy of this worksheet so you can edit the tables below
2. Address the questions in the worksheet (you may have to make assumptions to answer some of the questions)
3. Upload a saved copy of this completed worksheet to submit your assignment
A. Overall, describe what you are trying to achieve through this negotiation (What is the reason for wanting to change the status quo?):
B. What do you consider good outcomes for you?
1. Rank or prioritize your key issues or interests:
2. Identify which issues are essential and must be gained for a settlement otherwise you will accept your BATNA, and not accept the agreement:
3. Identify which are important and you would like to gain, but are willing to trade to achieve essential or other important items:
4. Identify which are desirable and have secondary value, but could be exchanged for essential or important items:
5. Identify which can be thrown or traded away. (Items that you are perfectly willing to concede, that may have value only to the other party.)
C. What will the other side consider a good outcome for them?
1. Assess the interests of the other side:
2. Rank the key issues for the other side from Essential to Throwaways:
D. Identify potential value creation opportunities by exploring the areas in the following table:
Areas of Common Ground (What interests do you share, or what areas do you have some agreement on?)
Areas for Compromise (What positions or interests are you willing to compromise on?)
Areas for Favorable Trade (What interests or positions are you willing to compromise in exchange for something the other side has or can offer?)
E. Develop arguments to support your key and important issues and against their issues you disagree with. (Use external standards and factual data).
1. Identify the industry standards for the product or service:
2. Identify the industry standards for the price of the product or service:
3. Identify other companies that have recently paid for similar products:
F. Determine your BATNA (Best Alternative To a Negotiated Agreement) and that of the other side. Always decide your BATNA before entering any negotiation. Your BATNA is your fallback position and helps you to decide to choose between walking away without an agreement or settlement. To determine your BATNA, consider that if the other party withdrew from negotiations today or you decided to walk away, what would be your alternatives and what would you be left with?
1. Make a list of your alternative and their alternatives if the negotiation ends without agreement.
Your list of alternatives: Their list of alternatives:
2. Evaluate which of the above alternatives are the best for each side. Who has the strongest BATNA?
G. Determine your reservation value. (Your reservation value as the buyer is the highest price that you will be willing to pay for the product or service. With multiple issues aside from price, this may be difficult to determine):
H. Determine the reservation value of the seller. (The reservation value of the seller is the lowest price that the seller is willing to sell the product or service for):
I. Identify who will have the authority to make the final decision for your side. Will that person be at the table? If not, explain the process for obtaining approval to agree to a deal:
J. Identify who will have the authority to make the final decision for the other side. Will that person be at the table? If not, explain their process for obtaining approval to agree to a deal:
K. Describe everything you can about the other side, the people, culture, goals, and issues. Who are the people you will be negotiating with? What is their style? Is the company they work for known for working with other companies? Have they recently negotiated a deal with another company that you can call?
L. Identify other companies that provide the same or similar products or services if you cannot complete a deal with this company:
Guidelines for Submission: To submit this assignment, upload a saved copy of this completed worksheet.
Instructor Feedback: This activity uses an integrated rubric in Blackboard. Students can view instructor feedback in the Grade Center.
Criteria Complete (100%) Needs Improvement (75%) Incomplete(0%) Value
Completed worksheet and showed a good understanding and sincere effort. Submitted completed worksheet, but responses may be lacking in detail or clarity. Did not submit completed worksheet. 100
*This negotiation worksheet is developed from content in the following book: Watkins, M. (2003). Negotiation (Harvard Business Essentials Series). Boston: Harvard Business School Press. This is also the source of the quote at the top of the worksheet.
QUALITY OF RESPONSE NO RESPONSE POOR / UNSATISFACTORY SATISFACTORY GOOD EXCELLENT Content (worth a maximum of 50% of the total points) Zero points: Student failed to submit the final paper. 20 points out of 50: The essay illustrates poor understanding of the relevant material by failing to address or incorrectly addressing the relevant content; failing to identify or inaccurately explaining/defining key concepts/ideas; ignoring or incorrectly explaining key points/claims and the reasoning behind them; and/or incorrectly or inappropriately using terminology; and elements of the response are lacking. 30 points out of 50: The essay illustrates a rudimentary understanding of the relevant material by mentioning but not full explaining the relevant content; identifying some of the key concepts/ideas though failing to fully or accurately explain many of them; using terminology, though sometimes inaccurately or inappropriately; and/or incorporating some key claims/points but failing to explain the reasoning behind them or doing so inaccurately. Elements of the required response may also be lacking. 40 points out of 50: The essay illustrates solid understanding of the relevant material by correctly addressing most of the relevant content; identifying and explaining most of the key concepts/ideas; using correct terminology; explaining the reasoning behind most of the key points/claims; and/or where necessary or useful, substantiating some points with accurate examples. The answer is complete. 50 points: The essay illustrates exemplary understanding of the relevant material by thoroughly and correctly addressing the relevant content; identifying and explaining all of the key concepts/ideas; using correct terminology explaining the reasoning behind key points/claims and substantiating, as necessary/useful, points with several accurate and illuminating examples. No aspects of the required answer are missing. Use of Sources (worth a maximum of 20% of the total points). Zero points: Student failed to include citations and/or references. Or the student failed to submit a final paper. 5 out 20 points: Sources are seldom cited to support statements and/or format of citations are not recognizable as APA 6th Edition format. There are major errors in the formation of the references and citations. And/or there is a major reliance on highly questionable. The Student fails to provide an adequate synthesis of research collected for the paper. 10 out 20 points: References to scholarly sources are occasionally given; many statements seem unsubstantiated. Frequent errors in APA 6th Edition format, leaving the reader confused about the source of the information. There are significant errors of the formation in the references and citations. And/or there is a significant use of highly questionable sources. 15 out 20 points: Credible Scholarly sources are used effectively support claims and are, for the most part, clear and fairly represented. APA 6th Edition is used with only a few minor errors. There are minor errors in reference and/or citations. And/or there is some use of questionable sources. 20 points: Credible scholarly sources are used to give compelling evidence to support claims and are clearly and fairly represented. APA 6th Edition format is used accurately and consistently. The student uses above the maximum required references in the development of the assignment. Grammar (worth maximum of 20% of total points) Zero points: Student failed to submit the final paper. 5 points out of 20: The paper does not communicate ideas/points clearly due to inappropriate use of terminology and vague language; thoughts and sentences are disjointed or incomprehensible; organization lacking; and/or numerous grammatical, spelling/punctuation errors 10 points out 20: The paper is often unclear and difficult to follow due to some inappropriate terminology and/or vague language; ideas may be fragmented, wandering and/or repetitive; poor organization; and/or some grammatical, spelling, punctuation errors 15 points out of 20: The paper is mostly clear as a result of appropriate use of terminology and minimal vagueness; no tangents and no repetition; fairly good organization; almost perfect grammar, spelling, punctuation, and word usage. 20 points: The paper is clear, concise, and a pleasure to read as a result of appropriate and precise use of terminology; total coherence of thoughts and presentation and logical organization; and the essay is error free. Structure of the Paper (worth 10% of total points) Zero points: Student failed to submit the final paper. 3 points out of 10: Student needs to develop better formatting skills. The paper omits significant structural elements required for and APA 6th edition paper. Formatting of the paper has major flaws. The paper does not conform to APA 6th edition requirements whatsoever. 5 points out of 10: Appearance of final paper demonstrates the student’s limited ability to format the paper. There are significant errors in formatting and/or the total omission of major components of an APA 6th edition paper. They can include the omission of the cover page, abstract, and page numbers. Additionally the page has major formatting issues with spacing or paragraph formation. Font size might not conform to size requirements. The student also significantly writes too large or too short of and paper 7 points out of 10: Research paper presents an above-average use of formatting skills. The paper has slight errors within the paper. This can include small errors or omissions with the cover page, abstract, page number, and headers. There could be also slight formatting issues with the document spacing or the font Additionally the paper might slightly exceed or undershoot the specific number of required written pages for the assignment. 10 points: Student provides a high-caliber, formatted paper. This includes an APA 6th edition cover page, abstract, page number, headers and is double spaced in 12’ Times Roman Font. Additionally, the paper conforms to the specific number of required written pages and neither goes over or under the specified length of the paper.
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