Module 3 – Background
Module 3 – Background
PREPARING FOR THE NEGOTIATION
Required Reading
Ferrin, D., Dejun, T., & Dirks, K. (2014). Chapter 6: Trust building, diagnosis, and repair in the context of negotiation. In Benoliel, M. (Ed.), Negotiation excellence: Successful deal making. 2nd. Ed. Hackensack, NJ: World Scientific Publishing Company. [EBSCO eBook Collection]
Lewicki, R. J., & Hiam, A. (2006). Chapter 3: Getting ready to negotiate. In Mastering business negotiation: A working guide to making deals and resolving conflict. San Francisco: Jossey-Bass. [Skillsoft Collection]
Liu, M., & Chai, S. (2014). Chapter 1: Planning and preparation for effective negotiation. In Benoliel, M. (Ed.), Negotiation excellence: Successful deal making. 2nd. Ed. Hackensack, NJ: World Scientific Publishing Company. [EBSCO eBook Collection]
National Conference of States Legislatures (NCSL). (2017). Tips for making effective PowerPoint presentations. Retrieved from http://www.ncsl.org/legislators-staff/legislative-staff/legislative-staff-coordinating-committee/tips-for-making-effective-powerpoint-presentations.aspx
Opresnik, M. (2014). Chapter 2. Prepare for the negotiation in advance. In The hidden rules of successful negotiation and communication: Getting to yes! Luebeck, Germany: Springer. [Skillsoft collection]
Tedx Talks. (2016, May 24). Negotiation expert: Lessons from my horse | Margaret Neale | TedxStanford[Video file]. Retrieved from https://www.youtube.com/watch?v=KTTtn0i_ZyA
Optional Reading
Taylor, K. (2013). When BATNA equals the unthinkable: Business mediations and provocation. Ohio State Journal on Dispute Resolution, 28(3), 549–556
Discussion 3: The Element of Trust in Negotiations
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- Describe negotiations with which you have been involved where you have been able to build trust with the other side or where it was very difficult to trust the person(s) on the other side of the table.
- What was it about the other side that helped you to trust or distrust them? What about your own trust building actions?
In subsequent posts and in your replies to your classmates, you can explore behaviors and other ways of building trust in negotiations, and also the role of trust in negotiation processes.
Module 3 – Case
PREPARING FOR THE NEGOTIATION
Assignment Overview
This Module 3 Case Assignment has two functions. First, it helps you develop and demonstrate your understanding of the topics in Module 3. Second, it will help you to develop your business presentation skills.
Case Assignment
For this assignment, your deliverable will be a PowerPoint Presentation. You will draw on the background material to prepare your presentation.
You will prepare a presentation that addresses the following questions:
- What are the difficulties associated with making assumptions in a negotiation?
- Why is information important to a successful negotiation process for both sides?
- How can creative thinking, building of trust, and making appropriate concessions help those on both sides of the negotiating table?
Your PowerPoint presentation should be professional with a recommended length of 8 to 12 slides. Please use the notes section of the slides to explain your slide content in detail. Be sure to include citations in both the body of the presentation and notes as well as a “references” slide.
You can read about how to prepare an effective PowerPoint presentation at the following reference:
National Conference of States Legislatures (NCSL). (2017). Tips for making effective PowerPoint presentations. Retrieved from http://www.ncsl.org/legislators-staff/legislative-staff/legislative-staff-coordinating-committee/tips-for-making-effective-powerpoint-presentations.aspx
Upload your assignment to the Case 3 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 3 – SLP
PREPARING FOR THE NEGOTIATION
Your informal conference with OSHA is scheduled for tomorrow. Again, $14,000 is a lot of money for your small electrical company. You have heard stories about the OSHA area director indicating she is a hard-line negotiator, as well as stories that she is very easy to work with if you stick to the facts and demonstrate your commitment to safety. You have also heard that she does not take kindly to disrespect (and that your foreman may have been rude to OSHA’s compliance officer), and that the average respectful contractor gets a 40%- to-45% penalty reduction as a result of attending an informal conference. You think $7,700 is a lot better price to pay than $14,000.
Ideally, you would like to see the first two citations withdrawn (open elevator shaft and grounding prong that was removed from the extension cord). That would decrease your penalty by almost two-thirds. Of course, the argument that your company leadership could not have known about the bad cord is weak, because the foreman has not been filling out his extension cord checklist consistently (and did not on the day of the inspection or the two weeks preceding the inspection).
Sometimes the area director is willing to reduce the penalty on citations, even if they are not withdrawn, especially if the employer can demonstrate good faith with respect to his or her regard for providing a safe workplace. Settling the case is in her interest because the employer (you in this case) could legally contest the citations. The case would then become a legal matter to be heard by an administrative law judge; many of whom have been known to vacate any citations that are not “ironclad,” so to speak. The hearing would also tie up her compliance officer and OSHA’s attorneys for what they would deem to be a very trivial case.
So contesting the citations is another option for you. But then, of course, you will end up having to pay a considerable amount of money to your attorneys. The judge’s decision combined with the attorney fees could end up costing much more than $14,000, even if you end up with a favorable decision. But you do have that card and the area director knows it.
- Based on your readings and the materials presented for your SLP in the first 3 modules, prepare a 2- to 3-page paper in which you discuss the importance of creating range and alternatives in preparing for such a negotiation.
Upload your assignment to the SLP 3 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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