This assignment is designed to assess your ability to prepare for a negotiation comprehensively,

incorporating the principles and techniques discussed in the lecture on "Break$-$through

Negotiation" and "Getting Past No$."$ You will be given a sample negotiation scenario and must

prepare a detailed negotiation plan. This plan should cover all necessary preparation steps,

skills, and creative techniques to achieve a successful outcome.

Assignment Weight: $15\%$ of the course grade

Objectives:

$$ Demonstrate understanding of negotiation principles and techniques.

$$ Apply creative problem$-$solving skills to prepare for a negotiation.

$$ Show the ability to identify interests behind positions and develop a strategy to address

them.

$$ Exhibit proficiency in planning for BATNA and developing options for mutual gain.

Scenario: The Tech Startup:

You are the founder of an emerging tech startup focused on developing innovative health and

fitness apps. Your startup is gaining traction due to a unique app that uses AI algorithms to

personalize workout and nutrition plans. You are looking to hire a top$-$tier software developer

specializing in AI and machine learning to enhance your app's capabilities further and introduce

new features.

Background Information:

$$ Location: Your startup is based in a vibrant tech hub city known for its innovative

community and access to tech talent.

$$ Growth Stage: The startup has secured initial funding from angel investors and has a

growing user base. The next round of funding is contingent upon significant app

enhancements and user growth.

$$ Company Culture: The startup prides itself on a collaborative, flexible, and dynamic

work environment, offering team members opportunities for growth and creative

freedom.

The Software Developer:

The software developer you are targeting is highly sought after due to their expertise in AI and

machine learning and strong track record in developing successful health and fitness

applications. They are currently freelancing and have multiple offers from other tech companies.

Background Information:

$$ Expertise: Specializes in AI$,$ machine learning, and mobile app development with a

portfolio of successful projects in the health and fitness domain.

$$ Motivations: Look for innovative projects that have the potential for significant impact

and offer opportunities for personal and professional growth.

$$ Preferences: Values flexibility, a collaborative work environment, and the opportunity to

work on projects that align with their interests in health and fitness.

Assignment Tasks:

$1.$ Background Research:

$$ Conduct background research on the software development market, specifically

in the area of educational and gamified learning software. Understand the

standard contracting terms, rates, and expectations.

$2.$ Interest Identification:

$$ Identify your startup's underlying interests in hiring Alex and what you believe

Alex's interests might be in choosing a project or company to work with.

$3.$ BATNA Development:

$$ Clearly articulate your Best Alternative to a Negotiated Agreement $($BATNA$).$

Also, make an educated guess about Alex's BATNA.

$4.$ Creative Solutions:

$$ Develop a list of creative solutions or perks that could make your offer more

attractive to Alex without significantly increasing costs. Consider non$-$monetary

benefits that align with the interests identified.

$5.$ Negotiation Strategy:

$$ Outline a negotiation strategy, including how you will open the negotiation,

present your offer, respond to possible objections from Alex, and steer the

negotiation towards a mutually beneficial agreement.

$6.$ Potential Obstacles:

$$ Anticipate potential obstacles in the negotiation and how you plan to address or

overcome them using the principles from the lecture.

$7.$ Communication Plan:

$$ Draft a communication plan for the negotiation, emphasizing how you will build

rapport, listen actively, and ensure clear and constructive dialogue.

Submission Guidelines:

$$ Your assignment should be between $1,200$ to $1,500$ words.

$$ Include a title page with your name, student ID$,$ course name, and assignment title.

$$ Use headings and subheadings to organize your document.

$$ Cite any external sources used in your preparation, including textbooks, articles, and

online resources.

Evaluation Criteria:

$$ Depth of background research and understanding of the market.

$$ Clarity and realism in identifying interests and developing BATNA.

$$ Creativity in proposing solutions and perks.

$$ Coherence and persuasiveness of the negotiation strategy.

$$ Anticipation and planning for potential obstacles.

$$ Quality of writing, organization, and adherence to submission guidelines.

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