NCM512 Negotiation Strategies
Module 1 Case
NEGOTIATION AND HUMAN BEHAVIOR PROCESSES
Assignment Overview
Understanding the negotiation process and negotiation strategies are critical managerial skills, as part of the methods of conflict resolution. Based on the assigned background readings, this Case allows you to articulate your understanding of negotiation process and strategy, as well as the human behavioral factors that can affect both process and outcome.
Case Assignment
After completing the required readings:
Articulate the process of negotiation in the workplace. What (specifically) does the process involve, start to finish, once a conflict has been identified?
Explain each of the human decision processes that may affect negotiations, including (but not limited to): cognitive biases, personality, motivation, emotion/moods, trust, reputations/relationships, gender, and culture. Please use subheadings within the Case to show where each is discussed.
Assignment Expectations
Conduct additional research to gather sufficient information to support your analysis.
Provide a response of 3-5 pages, not including title page and references
As we have multiple required items to be addressed herein, please use subheadings to show where you are responding to each required item and to ensure that none are omitted.
Support your paper with peer-reviewed articles and reliable sources. Use at least three references, and a minimum of two of these from peer-reviewed sources. For additional information on how to recognize peer-reviewed journals, see http://www.angelo.edu/services/library/handouts/peerrev.php and for evaluating internet sources:
https://www.library.georgetown.edu/tutorials/research-guides/evaluating-internet-content
You may use the following source to assist in formatting your assignment: https://owl.english.purdue.edu/owl/resource/560/01/. Paraphrase all source information into your own words carefully, and use in-text citations.
NCM512 Negotiation Strategies
Module 1 SLP
NEGOTIATION AND HUMAN BEHAVIOR PROCESSES
This SLP is intended to allow you to apply the process of negotiation in an experiential way. Conflict is part of life, whether it is personal or professional. Using the assigned background readings, as well as some independent research of your own, apply what you have learned to a real life, practical case. Be sure to use subheadings to show where you are responding to each required item.
Identify an organization (without revealing proprietary information), and explain a specific conflict or issue that was negotiated.
Who were the parties involved, and what sides were taken in the conflict?
Choose a side. Which side do you choose, and why is it your choice?
Summarize your side’s process in the negotiation. What human behavioral factors came into play?
What were the defined interests of each side, and what were the entering and leaving points of your side?
How did the negotiation resolve? Was it successful?
SLP Assignment Expectations
Conduct additional research to gather sufficient information to support your analysis.
Provide a response of 3-5 pages, not including title page and references
As we have multiple required items to be addressed herein, please use subheadings to show where you are responding to each required item and to ensure that none are omitted.
Support your paper with peer-reviewed articles and reliable sources. Use at least three references, and a minimum of two of these from peer-reviewed sources. For additional information on how to recognize peer-reviewed journals, see http://www.angelo.edu/services/library/handouts/peerrev.php and for evaluating internet sources:
https://www.library.georgetown.edu/tutorials/research-guides/evaluating-internet-content
You may use the following source to assist in formatting your assignment: https://owl.english.purdue.edu/owl/resource/560/01/. Paraphrase all source information into your own words carefully, and use in-text citations.
NCM512 Negotiation Strategies
Module 2 Case
PREPARING FOR NEGOTIATIONS AND DISTRIBUTIVE BARGAINING
Assignment Overview
Now that the process of negotiation has been examined, let’s move forward to studying how we best prepare for negotiations, and how distributive bargaining works. Preparations, as in all aspects of life, are necessary for success. The same goes for negotiations. The better prepared you are to enter into and participate in the process, the more likely you can achieve a favorable outcome. Preparing for a negotiation or bargaining session will also reduce your anxiety and uncertainty, and allow time for you to define what is most important to you in the session’s potential outcome. It also allows you to gather as much relevant information as possible, listing the information and valuing it in a logical way to then make use of it during the bargaining. Once you define your specific goal, you can keep your focus on that goal in a rational and positive manner.
The process of distributive bargaining allows discussions to try to narrow the distance between the two sides. How is the pie best cut up to try to please both sides (or to be least offensive)? The “pie,” in the business world, could refer to items such as tangible products, services, capital, skills, information, or other resources. Each side will want to achieve its original goal; however, compromise is often needed to close the distance.
Preparations for the actual bargaining are critical. To a large extent, your power in bargaining is dependent upon how clear you are in your stated goals/desired outcome, your knowledge of acceptable alternatives, your walk-away values, and also how much you know about your opponents. Although we cannot promise a successful outcome of the negotiation and bargaining, we can prepare ourselves well by understanding the processes and best practices as fundamental steps that will ensure a more productive encounter.
Case Assignment
Using the background resources presented, as well as peer-reviewed sources of your own, create a PowerPoint presentation of 12-15 slides that clearly summarize the best practices that a healthcare manager should employ to best prepare for both negotiations and distributive bargaining. Include speaker’s notes to further expand upon and explain your points.
Assignment Expectations
Conduct additional research to gather sufficient information to support your presentation.
Provide 12-15 quality PowerPoint slides of bulleted-point information content (with speaker’s notes), not including title page and reference slides. Do not forget to use in-text citations.
Support your presentation with peer-reviewed articles and reliable sources. Use at least three references, and a minimum of two of these from peer-reviewed sources. For additional information on how to recognize peer-reviewed journals, see http://www.angelo.edu/services/library/handouts/peerrev.php and for evaluating internet sources:
https://www.library.georgetown.edu/tutorials/research-guides/evaluating-internet-content
You may use the following source to assist in formatting your references and in-text citations for your slides: https://owl.english.purdue.edu/owl/resource/560/01/. Paraphrase all source information into your own words carefully and use in-text citations.
NCM512 Negotiation Strategies
Module 2 SLP
PREPARING FOR NEGOTIATIONS AND DISTRIBUTIVE BARGAINING
After completing the required background readings, answer the following questions:
Calling to mind a workplace conflict that was negotiated (or researching an organizational conflict), what specific preparations can you identify? (It is OK to use the same conflict from Case 1 here, and expand upon it using the new questions below).
What else could have/should have been done to best prepare?
How did the bargaining play out? (Be as specific as possible.)
What was the outcome for each side? What was achieved, and/or what was left unresolved on the table?
What specific changes could you recommend to improve the process of resolving this conflict?
SLP Assignment Expectations
Conduct additional research to gather sufficient information to support your analysis.
Provide a response of 3-5 pages, not including title page and references
As we have multiple required items to be addressed herein, please use subheadings to show where you’re responding to each required item and to ensure that none are omitted.
Support your paper with peer-reviewed articles and reliable sources. Use at least three references, and a minimum of two of these from peer-reviewed sources. For additional information on how to recognize peer-reviewed journals, see http://www.angelo.edu/services/library/handouts/peerrev.php and for evaluating internet sources:
https://www.library.georgetown.edu/tutorials/research-guides/evaluating-internet-content
You may use the following source to assist in formatting your assignment: https://owl.english.purdue.edu/owl/resource/560/01/. Paraphrase all source information into your own words carefully, and use in-text citations.
NCM512 Negotiation Strategies
Module 3 Case
NEGOTIATION STYLES AND COMMUNICATION
Assignment Overview
Pack Your Bags: We Are Going Global!
Interpersonal communication has a direct effect on communications in general, and also at the negotiating table. That communication becomes even more important when negotiations include colleagues from different cultures. Cultural differences can create communication barriers; make it more difficult to interpret each other’s behaviors/nonverbal communications; and also influence both the form and the substance of bargaining. Therefore, let’s examine some of the personal and communication styles of various cultures.
Read the following article that takes us on a comparative journey between the West, the Latin countries, East Asia, and Middle East/South Asia, and how certain negotiation aspects are perceived respectively:
Brett J. M., Gunia, B. C., & Teucher, B. M. (2017). Culture and negotiation strategy: A framework for future research. Academy of Management Perspectives, 31(4), 288–308. Retrieved from the Trident Online Library.
Using this information, as well as some additional research in peer-reviewed sources, complete your Case assignment. Pay special attention to the personal styles and preferences between the four cultural groups covered within the background article.
Case Assignment
Once you have read the assigned background article, as well as completed some peer-reviewed research of your own, answer the following:
How would you concisely summarize each of the negotiation styles and preferences of cultural groups discussed therein?
What specific personality attributes should you be aware of in each cultural group?
If you were to negotiate/bargain with colleagues from one of the cultural groups presented in the article, what practical points should you be sure to put into practice?
Assignment Expectations
Conduct additional research to gather sufficient information to support your analysis.
Provide a response of 3-5 pages, not including title page and references
As we have multiple required items to be addressed herein, please use subheadings to show where you’re responding to each required item and to ensure that none are omitted.
Support your paper with peer-reviewed articles and reliable sources. Use at least three references, and a minimum of two of these from peer-reviewed sources. For additional information on how to recognize peer-reviewed journals, see http://www.angelo.edu/services/library/handouts/peerrev.php and for evaluating internet sources:
https://www.library.georgetown.edu/tutorials/research-guides/evaluating-internet-content
You may use the following source to assist in formatting your assignment: https://owl.english.purdue.edu/owl/resource/560/01/. Paraphrase all source information into your own words carefully, and use in-text citations.
NCM512 Negotiation Strategies
Module 3 SLP
NEGOTIATION STYLES AND COMMUNICATION
In the background readings, it was noted that personality and communication styles influence how we approach and carry out negotiations. How much do you know about your own personality and communication style, and how can this influence your participation in negotiations? Please take a few minutes to complete the free abbreviated Myers-Briggs personality test (using the link below – do this first!), then watch the video lecture about personality and negotiating. Take some notes, and then reflect upon that information to complete your assignment.
When taking the personality test, read the questions carefully, and react without putting too much thought into the answers. It should take you approximately six minutes to complete the test.
Here’s the free personality test: https://www.16personalities.com/free-personality-test
Here’s the video lecture: https://youtu.be/nn4URf7qbFM
SLP Assignment Expectations
In a 2- to 3-page reflection paper, answer the following:
What were the results of your personality test, including your letters? Summarize each category of the results clearly. (It is suggested that you further research your Myers-Briggs type to better understand the letters.)
How can your result affect your experience as a negotiator? Be as specific as possible in your response.
What advantages/disadvantages would you have in coming to the negotiation table?
What potential mistakes could having this information help you to prevent?
NCM512 Negotiation Strategies
Module 4 Case
PRINCIPLED NEGOTIATION AND PRACTICAL APPLICATIONS
Assignment Overview
Choosing a method to approach negotiations is not always easy. It is important to have an awareness of the options that exist. Sometimes, a collaborative approach is best, especially when it serves the purpose of mutual gains for both sides. In that case, other considerations and emotions must be put aside to reach the outcome that is desired.
Principled negotiation is an interest-based approach which focuses on conflict management/conflict resolution. A mutually shared outcome is sought, with the goal of “win-win” vs. “win-lose.” Both parties are encouraged to come together in a collaborative way to share and explore the deeper interests underlying their stated positions. The background readings and Case allow you to explore this method, its advantages, and its limitations.
Case Assignment
For this Module’s Case, begin by reading the following:
Zhang, S. and Constantinovits, M. (2016). A study of principled negotiation based on Chinese harmony thought. Brand Research in Accounting 7(1); 60-70. Retrieved from the Trident Online Library.
Using this information, as well as some additional research in peer-reviewed sources, complete your Case assignment by answering the following:
Concisely summarize the four major points of principled negotiation. How could each point be specifically applied to a workplace conflict?
What would make this approach most effective in a negotiation? What types of negotiation would this not be advisable for?
Describe the advantages and the limitations in using principled negotiation – be as specific as you can in both.
Assignment Expectations
Conduct additional research to gather sufficient information to support your analysis.
Provide a response of 3-5 pages, not including title page and references.
As we have multiple required items to be addressed herein, please use subheadings to show where you are responding to each required item and to ensure that none are omitted.
Support your paper with peer-reviewed articles and reliable sources. Use at least three references, and a minimum of two of these from peer-reviewed sources. For additional information on how to recognize peer-reviewed journals, see http://www.angelo.edu/services/library/handouts/peerrev.php and for evaluating internet sources:
https://www.library.georgetown.edu/tutorials/research-guides/evaluating-internet-content
You may use the following source to assist in formatting your assignment: https://owl.english.purdue.edu/owl/resource/560/01/. Paraphrase all source information into your own words carefully, and use in-text citations.
NCM512 Negotiation Strategies
Module 4 SLP
PRINCIPLED NEGOTIATION AND PRACTICAL APPLICATIONS
SLP Assignment Expectations
This Module’s SLP is intended to allow you to apply the process of principled negotiation in an experiential way. Using the assigned background readings, as well as some independent research of your own, apply principled negotiation to a real life, practical case. Be sure to use subheadings to show where you are responding to each required item.
Identify an organization (without revealing proprietary information), and explain a specific conflict or issue that was negotiated using principled negotiation. Do not re-use a conflict/situation presented earlier in this course.
How were the four points of principled negotiation used? Be as specific as you can in describing each.
What were the defined interests of each side?
How did the negotiation resolve? Was it successful? What changes could you recommend to improve the process?
What was your side’s BATNA? If one was not needed because of successful resolution, what do you think a valid BATNA for your side would have been?
NCM512 Negotiation Strategies
Module 1 Discussion
Ethical vs. Unethical Negotiations: Dancing on the Slippery Slope
After reading the background resource presented below, describe the pitfalls that must be avoided in the negotiation process. Without revealing proprietary information, have you ever experienced or heard of any of these tactics, and how did the situation resolve? Explain your answer in a 500- to 750-word summary.
Fleck, D., Volkema, R. J., & Pereira, S. (2016). Dancing on the slippery slope: The effects of appropriate versus inappropriate competitive tactics on negotiation process and outcome. Group Decision and Negotiation, 25(5), 873-899. Retrieved from the Trident Online Library.
Your posts will be graded on how well they meet the Discussion Requirements posted in the “Before You Begin” section. Please review this section, as well as the discussion scoring rubric.
NCM512 Negotiation Strategies
Module 2 Discussion
The Effects of Gender on Negotiations
The effects of gender on negotiations and bargaining have been at the center of business-related research for decades. The approach and process can be affected by your own gender, and also the gender of the person sitting across the bargaining table from you. Using peer-reviewed sources, research the specific effects of gender, and concisely summarize the effects on negotiations and bargaining. Back your points up in a 500- to 750-word supported analysis vs. posting opinions. Remember to use in-text citations in your post.
Your posts will be graded on how well they meet the Discussion Requirements posted in the “Before You Begin” section. Please review this section, as well as the discussion scoring rubric.
NCM512 Negotiation Strategies
Module 3 Discussion
The Criticality of Communication
As explained in the required background readings, communication is a critical part of negotiation and bargaining. Using what you have learned about yourself in the personality test, and also doing a bit of peer-reviewed research of your own, answer the following in a 500- to 750-word summary:
What is the role of communications in negotiations and bargaining?
How can one’s communication style have positive and negative effects on the process? Be specific with your examples.
What steps can you take now to improve your professional communication at this point in your career?
Your posts will be graded on how well they meet the Discussion Requirements posted in the “Before You Begin” section. Please review this section, as well as the discussion scoring rubric.
NCM512 Negotiation Strategies
Module 4 Discussion
When Negotiations Fail: BATNA
In negotiations, an acceptable outcome is not always reached. Having a strong BATNA defined during your preparations for negotiation is a must. The stronger your BATNA, the more you can potentially ask for in your negotiation. There’s no shame in walking away from the table if your BATNA is a better deal than the negotiations can provide for you; in fact – it is often the right thing to do in such cases.
For this discussion, please summarize the role and purpose of a BATNA, and explain how one is chosen (in 500-750 words). What would be an example of a BATNA in a workplace conflict situation? Be as specific as you can in your response, using peer-reviewed sources to support your summary.
Your posts will be graded on how well they meet the Discussion Requirements posted in the “Before You Begin” section”. Please review this section, as well as the discussion scoring rubric.
NCM512 Negotiation Strategies
Module 4 Reflective Discussion
Reflections On Course Concepts
For this discussion, please take some time to reflect upon two specific concepts you learned in this course. What are the specific concepts? What insight or ideas did you gain from learning each of these concepts? Were there aspects of the concepts that you would challenge? How (specifically) will you use this new wisdom in your current or future career?
In order to earn maximum credit, the comment should be more than your opinion, and more than a quick “off the top of your head” response. Be sure to support your statements with peer-reviewed sources; cite sources properly both within the text of the post and also at the end of the post in a formal reference list. The response must be a minimum of 500-750 words.
After responding to the Reflective Discussion above, please complete an anonymous Course Evaluation Survey. Instructors are not able to view course evaluation reports until after the grade submission period is over. Thank you for your feedback.
