Negotiation #2: Strategizing & Planning for Two Negotiations

Assignment Overview

This is a partner assignment. You must work with a student in this section. You can use the Negotiation #2: Find a Partner forum to assist you in finding a partner, if you wish.

For this assignment, imagine that you and your partner are planning on opening a new caf in downtown Edmonton. Of course, in opening a new establishment, there are many negotiations that have to occur. With your partner, you will be preparing strategies for some of the negotiations involved. In particular, your strategies must address the negotiations of two things:

1. Part A: The rental price per square foot. This will be negotiated with Janice Lindeman, the owner of the space you are interested in renting.
2. Part B: The range of product offerings that you will offer. This will be negotiated between your partner and yourself.

For each part you will create a separate negotiation strategy. Each should include the following three components:

1. Negotiation Goals
2. Strategy Selection
3. Planning

Important Notes:

1. Please read the detailed assignment instructions below, and complete your assignment accordingly.
2. Chapter 4 of your textbook is essential reading in preparation for this assignment.

Assignment Grading

This assignment counts for 15% of your final course grade. It is graded according to the below rubric.

Detailed Instructions

Part A Negotiations with Janice Lindeman

Each of the following three portions of the assignment should be typed in a Microsoft Word document. The number of double-spaced pages that each should comprise is written in brackets beside each stage. Ensure that you clearly identify these three sections as being for Part A.

Negotiation Goals (2 pages)

1. Clearly identify and articulate 2-5 negotiation goals. Where possible and appropriate, your goals should be concrete, specific, and measurable.
2. Identify the issues associated with each negotiation goal.

Strategy Selections (1 page)

1. Identify whether your negotiation strategy ought, primarily, to be distributive, integrative, or accommodative. Explain your choice of strategy.

Plan Your Negotiation (4 pages)

1. Assemble the issues, rank their importance, and define the bargaining mix.
2. Define the interests of each party (your interests and Ms. Lindemans interests).
3. Explain your alternatives (BATNAs).
4. State your negotiation limits, including a resistance point.
5. Based on your research, state what you think the other partys goals and resistance points are.
6. State your targets and opening bids.
7. Assess the social context of negotiation.

Part B Negotiations with Your Partner

Each of the following three portions of the assignment should be typed in a continuation of the Microsoft Word document from Part A. The number of double-spaced pages that each should comprise is written in brackets beside each stage. Ensure that you clearly identify these three sections as being for Part B.

Negotiation Goals (2 pages)

1. Clearly identify and articulate 2-5 negotiation goals. Where possible and appropriate, your goals should be concrete, specific, and measurable.
2. Identify the issues associated with each negotiation goal.

Strategy Selections (1 page)

1. Identify whether your negotiation strategy ought, primarily, to be distributive, integrative, or accommodative. Explain your choice of strategy.

Plan Your Negotiation (4 pages)

1. Assemble the issues, rank their importance, and define the bargaining mix.
2. Define the interests of each party (your interests and your partner's interests).
3. Explain your alternatives (BATNAs).
4. Each partner should generate two or more options for mutual satisfaction. Explain how each option would meet the interest of each party.
5. Come up with a process or framework for the negotiation with your partner, with a view to strengthening and preserving the relationship.
6. Where, when, and how will you conduct this negotiation?

Submission Instructions

1. Please create one assignment per group, ensuring that both partners' names are clearly on the assignment. Each partner must submit an identical copy of the assignment.
2. When you are ready to submit the assignment, click on the Add submission button at the bottom of this screen.
3. Either drag-and-drop your file to the indicated area or click on the Add... option and select the file you wish to submit. When you are ready, click on Save changes