Trident NCM512 Module 4 Case & SLP Latest 2021 June

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?