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Homework for Negotiation in work place

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I have Negotiation in work place class. I attached the case. I have to prepare the plan.

to prepare for your “role” (buyer vs. seller), you will need to read the confidential information about your role. The confidential information will be emailed to the buyers and sellers separately. Do NOT share this background information with your negotiating partner. It will ruin the fun of the exercise, and you won’t get nearly as much out of it.

Planning Document: This is an individual assignment. Please read your role confidential information, prepare for a planning document, save as a PDF file, and submit through Canvas. The planning document must be completed before you conduct the mock negotiation with your partner.

Your Planning Document should cover, but not limited to, the following:

(1) Issues to be negotiated;

(2) Your position and interests on each of the negotiation issues;

(3) The priority of each of negotiation issues;

(4) Your BATNA and Reservation Point;

(5) Your Target Point;

(6) Your sources of power and negotiation strategies;

(7) Your best estimate of your negotiation opponent’s position, interests, BATNA, reservation point etc.

Please be advised that the format of the planning document is flexible; it’s for your use to get a better negotiation outcome.

Rubric for Planning Document

Rubric for Planning Document

Criteria Ratings Pts

This criterion is linked to a learning outcomeIdentify all the negotiation issues

2.0 Pts

Identify all the relevant issues

1.0 Pts

Identify key issues buy overlook some potential issues

0.0 Pts

No Marks

2.0 pts

This criterion is linked to a learning outcomeUnderstand the position and interest on each issue

2.0 Pts

Have clear understanding of your position and interest

1.0 Pts

Understand some of your position and interest

0.0 Pts

No Marks

2.0 pts

This criterion is linked to a learning outcomeIdentify your BATNA

2.0 Pts

Correctly identify your BATNA

0.0 Pts

Fail to identify your BATNA

2.0 pts

This criterion is linked to a learning outcomeIdentify your reservation point and target price

2.0 Pts

Good understanding of your reservation point and target price

1.0 Pts

Good understanding but the calculation is not quite right

0.0 Pts

No Marks

2.0 pts

This criterion is linked to a learning outcomeUnderstand your strength and weakness in the negotiation

1.0 Pts

Show good understanding of your own strength and weakness

0.0 Pts

No Marks

1.0 pts

This criterion is linked to a learning outcomePlan your negotiation strategy

1.0 Pts

Full Marks

0.0 Pts

No Marks

1.0 pts

Total points: 10.0

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