What is your client reservation value

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Reference no: EM131466852

Thinking Styles, Negotiation and Conflict Management Assessment Title: Negotiation Role Play & Summary 1

Assessment Description

You will engage in a negotiation for the sale and purchase of a commercial asset such as a business or a piece of real estate.

You may be nominated to represent the vendor and will receive email instructions from the vendor company CEO including:

1. Appointment to represent the company as their agent for the sale of the commercial asset;

2. Specific details about the commercial asset;

3. Information about the status of current negotiations with an alternative potential purchaser;

4. Information about a new potential purchaser;

5. Contact details of the agent appointed to represent the purchaser.

Alternatively, you may be nominated to represent the purchaser and will receive email instructions from the purchaser company CEO including:

1. Appointment to represent the company as their agent for the purchase of the commercial asset;

2. Specific details about the commercial asset;

3. Information about alternative assets the company is considering purchasing instead;

4. Information about the vendor;

5. Contact details of the agent appointed to represent the vendor.

Stage 1: Pre-negotiation

You must answer the following questions:

1. What is your thinking style preference form - monarchic, hierarchic, oligarchic, anarchic - and what is your thinking style level - internal, external?

Attach copies of completed Sternberg-Wagner Thinking Style Inventories.

2. Are your thinking style preferences - form and level - optimal for conducting this negotiation? Explain your answer.

3. What adjustments (if any) could you make to adapt to a more optimal thinking style for this negotiation?

4. What is your client's BATNA? What is your client's reservation value?

5. What is the other party's BATNA? What is the other party's reservation value?

6. What is the ZOPA range? What is your strategy for claiming the greater proportion of the ZOPA?

Stage 2: Negotiation

You must:

1. Enter negotiations with your counterpart for the sale and purchase of the commercial asset;

2. Maintain a communications log that captures the date, method, items discussed, and outcomes of each communication.

Stage 3: Post negotiation

You must prepare a short report (1 page) to your client advising the outcome of the negotiation.

Reference no: EM131466852

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Reviews

len1466852

4/18/2017 11:07:16 PM

Fully considered all the relevant issues and made significant observations made from appropriate theory and research. Excellent writing and expression of arguments. Sentence variety is effective and sophisticated. Tone is appropriate and consistent. Diction/ vocabulary is sophisticated and effective. Language is academic. Writing is clear, concise, and strong. Excellent/appropriate referencing, 100% in-line with requirements of Harvard style and consistent with KBS guidelines.

len1466852

4/18/2017 11:07:09 PM

Innovative and effective strategy for claiming the greater proportion of the ZOPA clearly articulated. Detailed communications log demonstrating effective implementation of strategy for claiming the greater proportion of the ZOPA together with highly adaptive behavior in response to negotiation process developments. Clear and concise report indicating successful negotiation with over 90% of ZOPA claimed. Ideas & arguments are effectively structured. Thoughtful progression of ideas and details. Excellent transitions between paragraphs. Concluding comments leave the reader thinking. Major arguments are effectively woven throughout everybody paragraph, with ideas always related back to main arguments.

len1466852

4/18/2017 11:07:03 PM

Australian student, there is no word limit, Stage 3 needs a one page report, 1500+ words be fine in total, you must answer all the questions, you need to pretend that you will be in the negotiation. Fully considered personal thinking style preferences with accurate identification of optimal thinking style preferences supported by thoughtful explanation. Insightful and innovative adaptations to optimal thinking style preferences discussed. Precise identification of both BATNAs, both reservation values, and ZOPA range.

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