The second piece of the course project gives you the opportunity to engage in the first two stages of the negotiation process. The first two stages relate to pr
Jun 02, 2025
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The second piece of the course project gives you the opportunity to engage in the first two stages of the negotiation process. The first two stages relate to preparation and information exchange. Additionally, you will be gaining insight into your authentic self in the negotiation process, practicing behaviors for building greater other awareness, and refining your use of negotiation tools.
Week 3
Preparation and Information Sharing
Evaluate responses to the SFQs.
Create a price matrix or a similar resource matrix (if the primary issue of the negotiation is not related to price).
Analyze a zone of possible agreement by projecting a price or resource matrix for the other party and integrating it with the student's price or resource matrix.
Evaluate a best alternative to a negotiated agreement (BATNA) for both parties and analyze ways to strengthen your BATNA and weaken the other party's BATNA.
Analyze the various interests for both parties, the data that emerges from the information-sharing phase of the negotiations, and how the interests and data might contribute to a collaborative outcome.
Preparation and Information Sharing
Tasks:
Begin this segment of your final project with a one-paragraph introduction that summarizes the negotiation scenario, purpose, and participants.
Provide a one- to two-page evaluation of responses to the seven fundamental questions (SFQs) (detailed earlier in the course material) for your negotiation scenario.
Provide a one-page assessment of a price matrix for your role (e.g., buyer) in the negotiation. How did you determine the various pieces of your matrix? If the primary issues of the negotiation are not related to a price, provide a resource matrix of the primary issues. You may include a chart or a table as part of your presentation of a price matrix.
Provide a one-page analysis of the zone of possible agreement for the negotiation by projecting a price or resource matrix for the other party in the negotiation and integrating it with the price matrix for your role. How did you determine the other party's matrix? You may include a chart or a table as part of your presentation of the zone of possible agreements
Evaluate a best alternative to a negotiated agreement (BATNA) for both parties, including a discussion of the processes you used to determine the BATNAs. Also, analyze possible ways to strengthen your BATNA and to weaken the other party's BATNA. Assess the leverage available in the negotiation. Your discussion of BATNAs should be one to two pages.
Finally, analyze the information-sharing process in the negotiation. How was information shared? What was the climate of the information-sharing stage? What were the various interests and the data that emerged from the information exchange, and how might they impact the negotiation process and the potential outcome? What information was not shared, and how does that impact the negotiation process and outcome? The discussion of information sharing should be two to three pages.
Submission Details:
Submit your answers in a 6- to 9-page Microsoft Word document. Cite any sources you use in APA format.
Each Covered Heading must contain 3+ credible cited sources and a conclusion summarizing talking points.
Support your analysis of the negotiation situation, process, and factors by using appropriate examples and research.
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Due by 3/3/25 at 11:00pm CST
Requirements:
1. Make certain to include in text citations from your course text in addition to your outside leadership resources within your main post. This adds credibility to your argument.
[Textbooks]:
Lewicki, R., Saunders, D., & Barry, B. (2023). Negotiation (9th ed.). McGraw-Hill Higher Education. ISBN: 9781265608750
and
Lewicki, R., Barry, B., & Saunders, D. (2014). Negotiation: Readings, Exercises, and Cases (7th ed.). McGraw-Hill Learning Solutions. ISBN: 0077862422
2. No plagiarism will be tolerated. Must be in 7th Edition APA format with cited sources within the last 5 years.
3. No AI support, score must be 0% and less than < 10% score on Turnitin
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