MG 4023 Business Negotiation
1. Overview
The written project will challenge each student in analyzing a managerial theme selected by the instructor and in evaluating the negotiation strategies that were employed in the chosen case study. In other words, this written project helps the student to develop the necessary skills in understanding different types of managerial problems and negotiation situations, and in assessing negotiation strategies used in real-life settings.
2. Learning Outcomes applicable to this assessment:
L3 Evaluate the negotiation strategies that have been associated with specific failed merger & acquisition deals, and discuss possible alternative strategies that could have secured a better outcome. (Evaluation)
3. Content
The theme for this project is: Why Negotiations Fail
a.- Using the relevant scholarly, professional and popular sources of information, analyze the concept of the failed business negotiation and its different variants as they relate to the case chosen (negotiations break down before an agreement is reached; parties come to regret the deal over time; deals that fall apart during implementation) in the specific context of merger or acquisition (M&A) negotiations.
b.- Based on a real-life case, assess the nature, types, origins and characteristics of a failed M&A negotiation, and critically discuss the specific consequences to the companies involved.
(Real-life case examples may include but are not limited to:
· AOL-Time Warner
· Daimler Benz-Chrysler
· Bank of America-Merrill Lynch
· Volvo-Renault
· Microsoft-Nokia
· Kraft Heinz-Unilever
· Bayer-Monsanto
· The UK’s Brexit negotiations)
c.- Evaluate the strategies used by the companies in your case study to attain their goals and analyze in which ways they were successful or unsuccessful.
4. Format
The student will prepare the written project using the following format:
· Title page – includes the title of the project, the student’s name, the course number and name (e.g., MG 4023 L6 Business
Negotiation), the project due date, and the instructor’s name.
· Table of Contents – identifies the sections (introduction, main body, and conclusion) in the written project and the associated page number for each section.
· Introduction – includes a brief statement of what you intend to accomplish in the project, and a summary of what follows in main body.
· Main Body – includes the review of the literature and the application of those findings to the identified management problem.
· Conclusion – includes a brief statement of what you have accomplished through your discussion in the main body of the project.
· References – identifies the literature which you have reviewed. Use at least three academic sources to provide you with the conceptual background, and five professional and/or popular sources ( The Wall Street Journal, Fortune, Business Week, The Economist, The Financial Times, …). Please refrain from using Wikipedia and other wiki sources as, generally, they are not considered to be academic sources.
· Folder – Place the project in a folder of your choice; it should not be submitted only with the pages stapled or clipped together in the upper left-hand corner. (Non-applicable.)
5. Mechanics – Each student should adhere to the following technical requirements:
a) Documentation – Students should observe the basic rules of scholarly writing and guidelines for citation and referencing, e.g., OU
Harvard_citation_hlp.pdf.[footnoteRef:1] Open University prefers Harvard style, but [1: http://www.open.ac.uk/libraryservices/documents/Harvard_citation_hlp.pdf ]
students can use other major styles, such as MLA, APA, etc. as long as they make sure to cite consistently and properly.
b) Word length – 2,300 -2,700 words ( not including table of contents, references and appendices); it is compulsory to report the number of words at the end of the paper. Projects should be double-spaced, using Arial font size 12. You must keep within this word limit, otherwise a 10% grade penalty applies.
c) Submission – The project must be word-processed, and each student will submit the project electronically.
6. Project Due Date – All projects are due on the due date, which in this case will be July 14th, 2024 at 13:00. You are advised to carefully monitor your work’s progress so that you can meet the deadline. Where coursework is submitted late and there are no accepted extenuating circumstances, it will be penalized in line with the following tariff: Late assignments will be penalized by 10% of their original grade for each day the assignment is late. The maximum penalty for late submissions fewer than 7 days will be a grade of 40. Late assignments originally receiving a grade less than 40 UK points will also be penalized by 10% of their original grade for each day the assignment is late. Assignments submitted 7 or more days late will receive a mark of zero.
7. Evaluation – The written project will be evaluated using the Evaluation Rubric for Written Projects – Level 6, a copy of which is available on Blackboard.
8. Contribution to Final Course Grade – The written project is 60% of the final course grade.
9. Originality and Authenticity – The rules of academic ethics apply when undertaking this written project, including the requirements that the student undertakes the written project without improper or unauthorized assistance from anyone. If it is determined that the project is not done individually and solely by the student, the instructor may grade the written project as an F.
10. Turnitin – Each student must submit electronically the written project to Turnitin prior to submitting it to the academic staff.
Course Number and Name: MG 4023 Business Negotiation
First Assessment – Written Project – Level 6
Department of Management & International Business, School of Business & Economics
DEREE – The American College of Greece
Professor: Konstantinos Diakoumis
Semester: Summer Session II 2024
Course Number and Name: MG 4023 Business Negotiation
First Assessment – Written Project – Level 6
Department of Management & International Business, School of Business & Economics
DEREE – The American College of Greece
Professor: Konstantinos Diakoumis
Semester: Summer Session II 2024
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