MBA506 – Negotiation Role Play & Summary 2

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MBA506 – Negotiation Role Play & Summary 2

Introduction
It is impossible to succeed in life without having discussions that result in agreements of any
kind. Similarly, “negotiation” in business context refers to the situation where two parties with
varied needs and objective carry out a discussion in order to come to a mutually binding
agreement. It is one of the most important aspects of business administration. This paper seeks
to discuss the three stages involved in a typical negotiation in order to explain vital concepts like
the BATNA and ZOPA.

Category:

Description

Assessment Information
Subject Code: MBA506
Subject Name: Thinking Styles, Negotiation, and Conflict Management
Assessment Title: Negotiation Role Play & Summary 2
Weighting: 30%
Total Marks:

Assessment Description .
..
You will engage in a negotiation for a celebrity endorsement advertising campaign.
You may be nominated to represent the advertising corporation and will receive email instructions
from the company CEO including:
1. Appointment to represent the company as their agent for the negotiation of the endorsement
contract;
2. Specific instructions about the desired endorsement contract fee and advertising campaign
timeframe;
3. Information about the projected revenue to be raised from the advertising campaign;
4. Contact details of the agent appointed to represent the celebrity.
Alternatively, you may be nominated to represent the celebrity and will receive email instructions
from the celebrity’s manager including:
1. Appointment to represent the celebrity as their agent for the negotiation of the endorsement
contract;
2. Specific instructions about the desired endorsement contract fee and advertising campaign
timeframe;
3. Information about the projected revenue to be raised from the advertising campaign;
4. Contact details of the agent appointed to represent the advertising company. MBA506 – Negotiation Role Play & Summary 2.

Assessment Information

Stage 1: Pre-negotiation (700 words)
You must answer the following questions:
1. What is your client’s BATNA? What is your client’s reservation value?
2. What is the other party’s BATNA? What is the other party’s reservation value?
3. 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 2.
.

Stage 2: Negotiation (300 words)
You must:
1. Enter negotiations with their counterpart for the endorsement contract;
2. Maintain a communications log that captures the date, method, items discussed, and outcomes
of each communication. MBA506 – Negotiation Role Play & Summary 2.
.
.

Stage 3: Post negotiation (400 words)
You must prepare a 1 page letter to your client advising the outcome of the negotiation. MBA506 – Negotiation Role Play & Summary 2.

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 Failure to identify either
BATNAs, either
reservation values, or
ZOPA range. Illogical or
poorly explained strategy
for claiming the greater
proportion of the ZOPA.

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. MBA506 – Negotiation Role Play & Summary 2.

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. MBA506 – Negotiation Role Play & Summary 2.

Both BATNAs, both
reservation values, and ZOPA
range accurately identified.
Logical strategy for claiming
the greater proportion of the
ZOPA well explained. MBA506 – Negotiation Role Play & Summary 2.

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.
/5

Negotiation
Communications log

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. MBA506 – Negotiation Role Play & Summary 2.

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 2.

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. MBA506 – Negotiation Role Play & Summary 2.

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 2.

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. MBA506 – Negotiation Role Play & Summary 2.

/5

Negotiation
Multiple issue and
contingency management

Failure to identify fee-
timeframe combination that

creates the most value for both
parties to generate a Pareto
efficient agreement.
No contingency contract
entered to reconcile the
difference in opinion
between the parties over
anticipated revenue. MBA506 – Negotiation Role Play & Summary 2.

Reasonable effort made to
identify fee-timeframe
combination that creates the
most value for both parties to
generate a Pareto efficient
agreement.
Contingency contract
discussed and
contemplated to reconcile
the difference in opinion
between the parties over
anticipated revenue. MBA506 – Negotiation Role Play & Summary 2.

Fairly accurate identification of
fee-timeframe combination
that creates the most value for
both parties to generate a
Pareto efficient agreement.
Legitimate contingency
contract created to reconcile
the difference in opinion
between the parties over
anticipated revenue. MBA506 – Negotiation Role Play & Summary 2.

Accurate identification of fee-
timeframe combination that

creates the most value for both
parties to generate a Pareto
efficient agreement.
Logical and useful contingency
contract created to reconcile
the difference in opinion
between the parties over
anticipated revenue. MBA506 – Negotiation Role Play & Summary 2.

Precise identification of fee-
timeframe combination that

creates the most value for both
parties to generate a Pareto
efficient agreement.
Clear and effective
contingency contract
entered to reconcile
the difference in
opinion between the
parties over
anticipated revenue. MBA506 – Negotiation Role Play & Summary 2.

/5

Post-negotiation Report indicates
negotiation not
successfully concluded or
less than 30% of ZOPA
claimed.

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. MBA506 – Negotiation Role Play & Summary 2.

Clear and concise report
indicating successful
negotiation with over 90% of
ZOPA claimed.

/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.

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.

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.

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.
/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.

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.

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.

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.

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.

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 2

Introduction
It is impossible to succeed in life without having discussions that result in agreements of any
kind. Similarly, “negotiation” in business context refers to the situation where two parties with
varied needs and objective carry out a discussion in order to come to a mutually binding
agreement. It is one of the most important aspects of business administration. This paper seeks
to discuss the three stages involved in a typical negotiation in order to explain vital concepts like
the BATNA and ZOPA…….

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