Hult Using the Negotiation Process to Pursue Non Agreement Motives Case Study

Question Description

SCENARIO

You have to negotiate what the best solution to the above plans are based on the information you have, plus any other information you can bring to the table to support your case. There would be a number of people holding different roles who would sit around the negotiation table as follows:

Representatives of the Stachonian Government – For the plan

1.Minister of Planning

2.Energy Secretary

3.Minister of Finance

Representatives of the people and NGOs (Non-Government Organisations) – Against the plan

1.CEO of “Save the Planet”

2.Director of Stachonian National Heritage, responsible for the upkeep and preservation of natural, historical and archaeological sites

3.Stachonian Non-Urban Residents Representative – A non-profit organisation that represents the interests of the Stachonian people, particularly those in non-urban locations, most of whom will be severely affected by the project.

4.Director of Operations of AltEn – An alternative energy company who can bring subject matter expertise to the negotiations.

ASSIGNMENT (maximum 800 words)

To complete this assignment you must read the following (on myCourses):

Getting to Yes, Fisher & Ury (1991) Summary

Based on your reading of Getting to Yes! And looking at the situation from both perspectives, write a short brief to explain the following:

1.What BATNA do you think each side could prepare? (We are assuming that this is a negotiation and that the government wont simply ignore the other party and carry out the plan in a dictatorial fashion)  Be creative but practical in the way you explore options. Imagine you are at the negotiation table.

2.Give examples of how the 4 elements of Principled Negotiation may present themselves and how would you manage these.

3.Explain how the tactics of Negotiation Jujitsu may be used, by whom mostly and what could the other side do to manage these.

ACTIVITY – The 4 Heads Dam – Negotiation Simulation Individual Assignment.pdf

Getting to Yes, Fisher & Ury (1991) Summary.pdf

Rubric

Four Heads Dam: Negotiation Scenario

Criteria

Ratings

Pts

This criterion is linked to a Learning OutcomeUnderstanding and application of concepts.Summarises the negotiation scenario by relating these to the course concepts visited or by reflecting a solid understanding of these. Some concepts, although not all, to be addressed (whether explicitly or implied) are:

BATNA (Very important!)
PIOS
Shadow Negotiations
Negotiation Jujitsu (if appropriate)
Negotiation Styles

5.0 pts

Full Marks

A very good summary of the negotiation connecting the process to the concepts visited in class. Fully understands the essence behind concepts and relates these to the answer.

4.0 pts

High Pass

A good summary of the negotiation showing a generally good understanding of concepts visited in class. There may be some minor omissions but on the whole relevant and complete. Some reference to concepts visited in class.

3.0 pts

Pass

An adequate summary of the negotiation showing some understanding of concepts visited in class and showing how some of these were applied. There may be some omissions but generally appropriate.

2.0 pts

Low Pass

The summary of the negotiation shows little understanding of concepts visited in class and does shows only minimally how these were applied. There are a number of omissions and the summary is simple and lacking depth.

1.0 pts

Needs Improvement

Answer shows a number of omissions or does not fully show understanding of concepts and how these are applied.

0.0 pts

No Submission

No submission or insufficient content to grade.

5.0 pts

Total Points: 5.0



^{Have a similar assignment? "Place an order for your assignment and have exceptional work written by our team of experts, guaranteeing you A results."}

Our Service Charter

1. Professional & Expert Writers: Eminence Papers only hires the best. Our writers are specially selected and recruited, after which they undergo further training to perfect their skills for specialization purposes. Moreover, our writers are holders of masters and Ph.D. degrees. They have impressive academic records, besides being native English speakers.

2. Top Quality Papers: Our customers are always guaranteed of papers that exceed their expectations. All our writers have +5 years of experience. This implies that all papers are written by individuals who are experts in their fields. In addition, the quality team reviews all the papers before sending them to the customers.

3. Plagiarism-Free Papers: All papers provided by Eminence Papers are written from scratch. Appropriate referencing and citation of key information are followed. Plagiarism checkers are used by the Quality assurance team and our editors just to double-check that there are no instances of plagiarism.

4. Timely Delivery: Time wasted is equivalent to a failed dedication and commitment. Eminence Papers are known for the timely delivery of any pending customer orders. Customers are well informed of the progress of their papers to ensure they keep track of what the writer is providing before the final draft is sent for grading.

5. Affordable Prices: Our prices are fairly structured to fit in all groups. Any customer willing to place their assignments with us can do so at very affordable prices. In addition, our customers enjoy regular discounts and bonuses.

6. 24/7 Customer Support: At Eminence Papers, we have put in place a team of experts who answer all customer inquiries promptly. The best part is the ever-availability of the team. Customers can make inquiries anytime.