MBA506 – Negotiation Role Play & Summary 1

$30.00

MBA506 – Negotiation Role Play & Summary 1

Part 1: Pre-Negotiation

The pre-negotiation stage is important because it sets the stage for the actual negotiation.
This is a stage in which the negotiator takes a retrospect into his/her negotiation skills and
decides on the best negotiation style to use, depending on the deal to the negotiated and the
negotiating party (Morris & Gelfand, 2004). During this stage, the negotiator must consider all
circumstances, including the expected outcome of the negotiation, the responses to use and other
important factors (Gulliver, 1979). Most important, the negotiator must evaluate his/her strengths
and weaknesses on the negotiation table because this is what informs the negotiation style to use.

Category:

Description

Assessment Information
Subject Code: MBA506
Subject Name: Thinking Styles, Negotiation, and Conflict Management
Assessment Title: Negotiation Role Play & Summary 1
Weighting: 30%
Total Marks: 30

.
Assessment Description .
..
You will engage in a negotiation for the sale and purchase of a commercial asset such as a
business or a piece of real estate. MBA506 – Negotiation Role Play & Summary 1.
You may be nominated to represent the vendor and will receive email instructions from the vendor
company CEO including:
1. Appointment to represent the company as their agent for the sale of the commercial asset;
2. Specific details about the commercial asset;
3. Information about the status of current negotiations with an alternative potential purchaser;
4. Information about a new potential purchaser;
5. Contact details of the agent appointed to represent the purchaser.
Alternatively, you may be nominated to represent the purchaser and will receive email instructions
from the purchaser company CEO including:
1. Appointment to represent the company as their agent for the purchase of the commercial
asset;
2. Specific details about the commercial asset;
3. Information about alternative assets the company is considering purchasing instead;
4. Information about the vendor;
5. Contact details of the agent appointed to represent the vendor. MBA506 – Negotiation Role Play & Summary 1.

Assessment Information

Stage 1: Pre-negotiation (1,000 words)
You must answer the following questions:
1. What is your thinking style preference form – monarchic, hierarchic, oligarchic, anarchic – and
what is your thinking style scope – internal, external?
Attach copies of completed Sternberg-Wagner Thinking Style Inventories.
2. Are your thinking style preferences – form and scope – optimal for conducting this negotiation?
Explain your answer. MBA506 – Negotiation Role Play.
3. What adjustments (if any) could you make to adapt to a more optimal thinking style for this
negotiation?
4. What is your client’s BATNA? What is your client’s reservation value?
5. What is the other party’s BATNA? What is the other party’s reservation value?
6. What is the ZOPA range? What is your strategy for claiming the greater proportion of the
ZOPA?
Include at least fifteen academic references in your answers to the above questions with a
minimum of five references coming from academic journals. MBA506 – Negotiation Role Play & Summary 1.
.

Stage 2: Negotiation (300 words)
You must:
1. Enter negotiations with your counterpart for the sale and purchase of the commercial asset;
2. Maintain a communications log that captures the date, method, items discussed, and outcomes
of each communication.
Attach copies of any communications that confirm agreed price. MBA506 – Negotiation Role Play & Summary 1.
.
.

Stage 3: Post negotiation (400 words)
You must prepare a 1 page letter to your client advising the outcome of the negotiation.

Criteria F (Fail)
0%-49%

P (Pass)
50%-64%

CR (Credit)
65%-74%

D (Distinction)
75% – 84%

HD (High Distinction)
85%-100%

Mark

Assessment Content (Subject Specific) OUT OF 20 MARKS
Pre-negotiation
Thinking style analysis

Non submission of thinking
style preferences. Optimal
thinking style preferences not
discussed or inaccurately
identified. Insufficient
consideration of adaptations to
optimal thinking style
preferences.

Personal thinking style
preferences identified but
insufficient explanation of
optimal thinking style
preferences. Need to more
effectively contemplate
potential for adaptation to
optimal thinking style
preferences. MBA506 – Negotiation Role Play & Summary 1.

Reasonable
examination of
personal thinking style
preferences with
identification of optimal
thinking style
preferences supported
by some explanation.
Reasonable discussion
of adaptations to
optimal thinking style
preferences.

Appropriate canvassing of
personal thinking style
preferences with accurate
identification of optimal
thinking style preferences
supported by logical
explanation. Comprehensive
discussion of adaptations to
optimal thinking style
preferences. MBA506 – Negotiation Role Play & Summary 1.

Fully considered personal
thinking style preferences with
accurate identification of
optimal thinking style
preferences supported by
thoughtful explanation.
Insightful and innovative
adaptations to optimal thinking
style preferences discussed.
/5

Pre-negotiation
BATNA & ZOPA analysis

Failure to identify either
BATNAs, either
reservation values, or
ZOPA range. Illogical or
poorly explained strategy
for claiming the greater
proportion of the ZOPA. MBA506 – Negotiation Role Play & Summary 1.

Reasonably accurate
identification of both
BATNAs, both
reservation values, and
ZOPA range. Further and
more detailed
contemplation required
for claiming the greater
proportion of the ZOPA.

Close to accurate
identification of both
BATNAs, both reservation
values, and ZOPA range.
Strategy for claiming the
greater proportion of the
ZOPA outlined in sufficient
detail.

Both BATNAs, both
reservation values, and ZOPA
range accurately identified.
Logical strategy for claiming
the greater proportion of the
ZOPA well explained.

Precise identification of both
BATNAs, both reservation
values, and ZOPA range.
Innovative and effective
strategy for claiming the
greater proportion of the
ZOPA clearly articulated. MBA506 – Negotiation Role Play & Summary 1.
/5

Negotiation Poorly drafted
communications log
demonstrating little to no
effort to implement
strategy for claiming the
greater proportion of the
ZOPA and no adaptive
behavior in response to
negotiation process
developments.

Communications log
indicates reasonable
implementation of
strategy for claiming the
greater proportion of the
ZOPA but either requires
more detail or greater
effort in negotiation.
Adaptive behavior in
response to negotiation
process developments
are evident but could
have been stronger. MBA506 – Negotiation Role Play & Summary 1.

Competent implementation
of strategy for claiming the
greater proportion of the
ZOPA evidenced by
communications log.
Sufficient adaptive
behavior demonstrated in
response to negotiation
process developments.

Communications log
demonstrates successful
implementation of strategy for
claiming the greater proportion
of the ZOPA. Negotiation
process developments met
with adaptive behavioral
responses. MBA506 – Negotiation Role Play & Summary 1.

Detailed communications log
demonstrating effective
implementation of strategy for
claiming the greater proportion
of the ZOPA together with
highly adaptive behavior in
response to negotiation
process developments.

/5

Post negotiation Report indicates
negotiation not
successfully concluded or
less than 30% of ZOPA
claimed. MBA506 – Negotiation Role Play & Summary 1.

Reasonably well drafted
report indicating
successful negotiation
with over 30% of ZOPA
claimed.

Competent report indicating
successful negotiation with
over 50% of ZOPA claimed.

Well drafted report indicating
successful negotiation with
over 70% of ZOPA claimed.

Clear and concise report
indicating successful
negotiation with over 90% of
ZOPA claimed. MBA506 – Negotiation Role Play & Summary 1.

/5

Structure Format and Presentation (Consistent across all courses) OUT OF 10 MARKS

Assessment Marking Rubric
Answer clearly and logically
presented

Serious lack of organization.
Body paragraphs do not refer
back to or relate to main
arguments. Writing is
formulaic, i.e. “in
conclusion,” “another
example is….”

Writing style could be more
effective. Organization is hard
to follow; there is little
progression of ideas. Little or
no transitions between
paragraphs. Need to more
effectively weave main
arguments throughout and
relate body paragraphs. MBA506 – Negotiation Role Play & Summary 1.

Paragraphs are generally well
organized. Better transitions
needed. The progression of
ideas could be more
thoughtful. Paragraphs relate
back to main arguments to
prove argument.

Ideas & arguments are well
structured. Thoughtful
progression of ideas and
details. Sound transitions
between paragraphs. Major
arguments are effectively
made. MBA506 – Negotiation Role Play & Summary 1.

Ideas & arguments are
effectively structured. Thoughtful
progression of ideas and details.
Excellent transitions between
paragraphs. Concluding
comments leave the reader
thinking. Major arguments are
effectively woven throughout
everybody paragraph, with ideas
always related back to main
arguments.

/2

Appropriate theory and
research used to answer
question posed

The critique does not have
appropriate structure and lacks
direction. No significant
observations made from
appropriate theory and
research. Poor writing and
expression of arguments.

Reasonable critique which
examines the relevant issues
and makes reasonable
observations made from
appropriate theory and
research. Reasonable writing
and expression of arguments. MBA506 – Negotiation Role Play & Summary 1.

Good critique examines the
relevant issues and makes
good observations from
appropriate theory and
research. Good writing and
expression of arguments.

A very good critique
considered all the relevant
issues and made important
observations made from
appropriate theory and
research. Very good writing
and expression of arguments.

Fully considered all the relevant
issues and made significant
observations made from
appropriate theory and
research. Excellent writing and
expression of arguments. MBA506 – Negotiation Role Play & Summary 1.
/2

Correct academic writing style
used, including correct
spelling, grammar and
punctuation

Needs more sentence variety.
Little or no thought given to
diction. Tone or language is
conversational. Contains much
informal language. Uses “I” or
“you.” Contains many
examples of unclear or
awkward phrasing.

Needs more sentence variety.
Attention needed with diction.
Contains informal language or
conversational tone, or uses “I”
or “you.” Unclear or awkward
sentence phrasing. MBA506 – Negotiation Role Play & Summary 1.

Sentence variety is adequate.
Tone is appropriate. Diction is
clear, but could be more
effective. Language is
academic, and writing is clear
and effective. Very little or no
unclear or awkward phrasing.

Sentence variety is effective and
good. Tone is appropriate and
consistent. Diction/ vocabulary is
appropriate and effective.
Language is academic. Writing
is clear, and concise. MBA506 – Negotiation Role Play & Summary 1.

Sentence variety is effective and
sophisticated. Tone is
appropriate and consistent.
Diction/ vocabulary is
sophisticated and effective.
Language is academic. Writing
is clear, concise, and strong.
/2

Format of answer consistent
with question requirements and
KBS guidelines

No efforts made to follow
submission and editing,
spacing, etc requirements.

Meets most editing, spacing,
fonts, and other editing
requirements. Some
requirements not met.

Meets editing, spacing, fonts,
and other editing
requirements. MBA506 – Negotiation Role Play & Summary 1.

Meets almost all editing,
spacing, fonts, and other
editing requirements.

Meets all editing, spacing, fonts,
and other editing requirements.
/2

In-text referencing and
reference list follows Harvard
style and consistent with KBS
guidelines

Inappropriate referencing.
Not in-line with requirements
of Harvard style and
consistent with KBS
guidelines. MBA506 – Negotiation Role Play & Summary 1.

Reasonably appropriate
referencing, generally in-line
with requirements of Harvard
style and consistent with KBS
guidelines.

Good referencing, largely in-
line with requirements of

Harvard style and consistent
with KBS guidelines.

Very good referencing, 100%
in-line with requirements of
Harvard style and consistent
with KBS guidelines. MBA506 – Negotiation Role Play & Summary 1.

Excellent/appropriate
referencing, 100% in-line with
requirements of Harvard style
and consistent with KBS
guidelines.

/1

Word count is within + / – 10%
of requirement

Word count is within + / –
more than 15% of
requirement

Word count is within + / –
15% of requirement

Word count is within + / – 10%
of requirement

Word count is within + / – 5%
of requirement

Word count is within
+ / – 0% of
requirement

/1
Comments: /20
/10
/30

========================================================================================

MBA506 – Negotiation Role Play & Summary 1.

Part 1: Pre-Negotiation

The pre-negotiation stage is important because it sets the stage for the actual negotiation.
This is a stage in which the negotiator takes a retrospect into his/her negotiation skills and
decides on the best negotiation style to use, depending on the deal to the negotiated and the
negotiating party (Morris & Gelfand, 2004). During this stage, the negotiator must consider all
circumstances, including the expected outcome of the negotiation, the responses to use and other
important factors (Gulliver, 1979). Most important, the negotiator must evaluate his/her strengths
and weaknesses on the negotiation table because this is what informs the negotiation style to use….

or ORDER A CUSTOM PAPER