The second piece of the course project gives you the opportunity to engage in the first two stages of the negotiation process. The first two stages relate to

Preparation and Information Sharing

The second piece of the course project gives you the opportunity to engage in the first two stages of the negotiation process. The first two stages relate to preparation and information exchange. Additionally, you will be gaining insight into your authentic self in the negotiation process, practicing behaviors for building greater other awareness, and refining your use of negotiation tools.

Preparation and Information Sharing

Tasks:

· Begin this segment of your final project with a one-paragraph introduction that summarizes the negotiation scenario, purpose, and participants.

· Provide a one- to two-page evaluation of responses to the seven fundamental questions (SFQs) (detailed earlier in the course material) for your negotiation scenario.

· Provide a one-page assessment of a price matrix for your role (e.g., buyer) in the negotiation. How did you determine the various pieces of your matrix? If the primary issues of the negotiation are not related to a price, provide a resource matrix of the primary issues. You may include a chart or a table as part of your presentation of a price matrix.

· Provide a one-page analysis of the zone of possible agreement for the negotiation by projecting a price or resource matrix for the other party in the negotiation and integrating it with the price matrix for your role. How did you determine the other party's matrix? You may include a chart or a table as part of your presentation of the zone of possible agreement.

· Evaluate a best alternative to a negotiated agreement (BATNA) for both parties, including a discussion of the processes you used to determine the BATNAs. Also, analyze possible ways to strengthen your BATNA and to weaken the other party's BATNA. Assess the leverage available in the negotiation. Your discussion of BATNAs should be one to two pages.

· Finally, analyze the information-sharing process in the negotiation. How was information shared? What was the climate of the information-sharing stage? What were the various interests and the data that emerged from the information exchange, and how might they impact the negotiation process and the potential outcome? What information was not shared, and how does that impact the negotiation process and outcome? The discussion of information sharing should be two to three pages.

Submission Details:

· Submit your answers in a 6- to 9-page Microsoft Word document. Cite any sources you use in APA format.

· Each Covered Heading must contain 3+ credible cited sources and a conclusion summarizing talking points.

· Support your analysis of the negotiation situation, process, and factors by using appropriate examples and research.

1. Due by 3/3/25 at 11:00pm CST  

Requirements:

1. Make certain to include in text citations from your course text in addition to your outside leadership resources within your main post. This adds credibility to your argument. [Textbooks]: Lewicki, R., Saunders, D., & Barry, B. (2023). Negotiation (9th ed.) . McGraw-Hill Higher Education. ISBN: 9781265608750 and Lewicki, R., Barry, B., & Saunders, D. (2014). Negotiation: Readings, Exercises, and Cases (7th ed.) . McGraw-Hill Learning Solutions. ISBN: 0077862422

2. No plagiarism will be tolerated. Must be in 7th Edition APA format with cited sources within the last 5 years.

3. No AI support, score must be 0% and less than < 10% score on Turnitin

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Class, this week the project assignment due on Monday by 11:59pm, is worth 200 points.

The week 3 assignment has SIX parts as per the assignment details . Each part has multiple sections that need to be addressed. •    SFQs can be found in Week1 section. •    Make sure you review the assignment details and the expanded grade rubric to help you address all points.   •    Use external credible sources to support your paper. Make use of 3+ different external creditable sources for each section (not the course site or course textbook) •    Make use of APA guidelines to format you documents, use effective subheadings, a title page, intext citations, full reference section. •    Submit your answers in a 6 to 9-page Microsoft Word document, using APA style. Make use of effective sub headings to organize and structure your paper. This will also help you address all sections of the assignment.

This assignment has 4 main sections. Each section has sub parts that need to be addressed.

For this assignment sub heading examples are:   Introduction Evaluation of Responses to the SFQs Analysis of the Price Matrix (or a resource matrix) Analysis of a Zone of possible agreement for the negotiation Evaluation of a BATNA for both parties, Analysis of the Information sharing process Summary and Conclusions References

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Seven Fundamental Questions Strategic Forethought © 2016 South University

SFQS

Successful negotiators tend to ask seven fundamental questions (SFQs) as part of strategic forethought:

• What do I want?

• What does the other person want?

• Why should the other person negotiate with me?

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