Module 2 – Background

Module 2 – Background

NEGOTIATION STYLE, INFLUENCE, AND CONFLICT

Required Material

INSEAD. (2011, March 14). The art of the deal. Is ethics in the picture? [Video file]. Retrieved from https://www.youtube.com/watch?v=VbclRU40OZc

Pang, K., & Wang, C. (2014). Chapter 15: Understanding negotiation ethics. In Benoliel, M. (Ed.), Negotiation excellence: Successful deal making. 2nd. Ed. Hackensack, NJ: World Scientific Publishing Company. [EBSCO eBook Collection]

Pitagorsky, G. (2012). Chapter 6: Seek to understand: Conflict styles and approaches. In Managing Conflict in Projects: Applying Mindfulness and Analysis for Optimal Results. Newtown Square, PA: Project Management Institute. [EBSCO eBook Collection]

Tracy, B. (2013). Chapter 5. The six styles of negotiating. In Negotiation. New York: Amacon. [Skillsoft Books]

Optional Reading

Marcus, L. J., Dorn, B. C., & McNulty, E. J. (2012). The walk in the woods: A step-by-step method for facilitating interest-based negotiation and conflict resolution. Negotiation Journal, 28(3), 337–349. Retrieved from the Trident Online Library.

Mintner, S. (2016). Smart tools for resolving conflicts. Industry Week, 265(3), 40.

Discussion 2: Styles of Negotiating

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• Discuss a negotiation you were involved in that illustrates one of Tracy, B. (2013)’s six styles of negotiating.
• Explain how the negotiation illustrated the style you’ve chosen.
• Based on your coursework so far, do you think the style was appropriate or the right way to address the negotiation.
• Did ethics play a role in the approach that was used.

For your second and subsequent posts, you can reply to a classmate offering suggestions on how the negotiation they’ve described might have been addressed with a different style of negotiating.

Module 2 – Case

NEGOTIATION STYLE, INFLUENCE, AND CONFLICT

Case Assignment

In this Case Assignment you are asked to integrate some key concepts presented in the readings so far into an essay. Prepare a 3- to 4-page essay in which you address the following questions:

• How does the personality/negotiation style of key players in a negotiation influence the negation process?
• How does the personality/negotiation style of key players impact the likelihood of conflict?
• Where does your own negotiating style fit within your analysis?
• Is there a best personality/negotiation style for any negotiation?
• What role does ethics play in any negotiation?

Upload your assignment to the Case 2 Dropbox. Be sure to review your TurnItIn Originality report. If the score is over 20%, you may not be writing in your own words, and you will need to contact your professor and arrange to revise and resubmit the paper.

Assignment Expectations

The Case papers in this course will be evaluated using the criteria as stated in the Case rubric. The following is a review of the rubric criteria: 

• Assignment Requirements: Does the paper directly address all aspects of the assignment? Have the assignment instructions been followed closely?
• Critical Thinking: Does the paper demonstrate a college 
  level of analysis, in which information derived from multiple sources has been critically evaluated and synthesized in the formulation of a logical set of conclusions? Does the submission demonstrate that the student has read and understood the background materials for the module and can apply them to the assignment?
• Writing and Assignment Organization: Is the essay logical, well organized, and well written? Are the grammar, spelling, and vocabulary appropriate for college-level work? Are section headings included? Are paraphrasing and synthesis of concepts the primary means of responding, or is justification/support instead conveyed through excessive use of direct quotations? 
• Use of Sources and Mechanics: Does the submission demonstrate that the student has read and understood the background materials for the module and can apply them to the assignment? If required, has the student demonstrated effective research, as evidenced by student’s use of relevant and quality sources? Does the student demonstrate understanding of a consistent (e.g., APA) style of referencing, by inclusion of proper citations (for paraphrased text and direct quotations) as appropriate? Are appropriate sources from the background material included? Have all sources cited in the paper been included on the Reference page?
• Timeliness: Has the assignment been submitted to TLC (Trident’s learning management system) on or before the module’s due date?

Module 2 – SLP

NEGOTIATION STYLE, INFLUENCE, AND CONFLICT

As the owner of a small electrical company, you are hopeful you will be able to get OSHA’s area director to substantially decrease the $14,000 penalty you received. That is a lot of money and goes directly against your bottom line. You are confident that you have a good argument for the area director to throw out two of the citations.

In preparation for the informal settlement conference with OSHA’s area director, you decide to have a talk with the foreman of the site and you learn that the general contractor’s superintendent at the site was rather rude to the OSHA compliance officer during the inspection. He then confesses that he, himself, was not all that nice either.

In talking to a number of contractors who have had dealings with OSHA, you also discover that the area director is not the “jerk” the framing contractor made her out to be (as described in Module 1) but is far from a “pushover” in negotiations. What you have learned is that she tends to focus on the facts of the case but tends to be less accommodating when she or her compliance officers are not treated with the respect they deserve as federal officers. You have also learned that she can be impressed by companies who are committed to safety.

After reviewing your readings (including referring to the scenario-related materials from Module 1), prepare a 2- to 3-page paper in which you discuss your negotiation style and how you plan to present your case to the area director. Be sure to discuss ethical considerations that you will make.

Upload your assignment to the SLP 2 Dropbox. Be sure to review your TurnItIn Originality report. If the score is over 20%, you may not be writing in your own words, and you will need to contact your professor and arrange to revise and resubmit the paper.

SLP Assignment Expectations

The SLP papers in this course will be evaluated using the criteria as stated in the SLP rubric. The following is a review of the rubric criteria: 

• Assignment-Driven Criteria: Does the paper cover all key elements of the assignment in a substantive way?
• Critical Thinking: Does the paper demonstrate a college level of analysis in conceptualizing the problem? Are viewpoints and assumptions critically evaluated and synthesized in the formulation of a logical set of conclusions? Does the submission demonstrate that the student has read and understood the background materials for the module and can apply them to the assignment?
• Scholarly Writing/Oral Communication: Does the student demonstrate college-level skill in scholarly written/oral communication to an appropriately specialized audience? 
• Assignment Organization and Quality of References: Does the student demonstrate understanding of a consistent (e.g., APA) style of referencing, by inclusion of proper citations (for paraphrased text and direct quotations) as appropriate? Are appropriate sources from the background material included? Have all sources cited in the paper been included on the Reference page?
• Timeliness: Has the assignment been submitted to TLC (Trident’s learning management system) on or before the module’s due date?

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