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Final Assessment Written Assignment – Final Group Case Study Activity brief BCO313 – Negotiation Online campus

Professor: Dr Anne Walder | [email protected]

Description Final Group Case Study

A Case to prepare a negotiation:

2021 Roland Gumpert Nathalie, a new sport car

In groups of 4 students, prepare the negotiation as per the case available on page 2 and the questions shared on page 3.

Format This activity must meet the following formatting requirements:

 Font size 12  Double-spaced  1500-2000 words  Harvard Referencing System

Goal(s) Preparing a cross-cultural negotiation by critically reflecting on the theories, concepts, models and tactics learned throughout the course as well as make personal research.

Due date Date: Monday 19th July 2021

Time: 14:00 CEST

Weight towards the final grade

This activity has a weight of 60% towards the final grade.

Learning outcomes

 LO1. Have an in-depth understanding of the keys to successful negotiation.

 LO 2. Critically appreciate negotiation styles, strategies, and tactics.

 LO 3. Identify and create alternative negotiation strategies and tactics - (own and of the other party).

 LO 4. Understand and apply due diligence briefing and debriefing.

 LO 5. Evaluate the difference between distributive and integrative bargaining and negotiation.

 LO 6. Apply the framework of ethics in negotiation.

 LO 7. Critically understand the cultural differences in negotiation and understand the reason for and purpose of mediation.

Assessment criteria

Students are able to

 Apply the keys to successful negotiation  Critically appreciate negotiation styles,

strategies, and tactics in a specific situation  Identify and create alternative negotiation

strategies and tactics in the context  Evaluate when to use distributive and

integrative bargaining and negotiation  Comply with the framework of ethics in

negotiation.  Implement best practices in terms of the

cultural differences in negotiation

Case: 2021 Roland Gumpert Nathalie, a new sport car

Your team is composed of the Owner of a motor-racing circuit called the Bugatti Circuit

in Le Mans in France, the Director, the Finance Director and the Marketing Director.

Roland Gumpert wishes to rent your racing circuit for one day to showcase his new creation, 2021 Roland Gumpert Nathalie. You, The Bugatti

Circuit, have been approached by the car manufacturer and have discussed with them on the phone and by emails over the last few months. The

person you spoke with was not clear enough in explaining their project, and you hope that this meeting will clarify their needs. They are travelling

to France to negotiate with you in few weeks. Your usual daily rate is 100,000 EUR for the exclusivity. They have mentioned that they would like

the exclusive use on October 9, 2021, which is not a good date for you as Porsche has already rented the racing circuit for 4 days. Your aim is to

try to convince them to instead accept a date in September 2021. Also, the rule is to rent the racing circuit for a minimum of three days. However,

the car manufacturer’s mentioned a limited budget and you will have to decide if you may grant an exception.

Prepare this cross-cultural negotiation (Team, strategy, scenarios of the process) following the instructions on page 3.

Instructions:

Your report should include the answers to the ALL below questions.

To prepare for the coming negotiation, you must discuss with your team the following 8 questions and write a report:

1. What are the issues to be negotiated? (12.5 pts)

2. What are the priorities among the issues in the bargaining mix? (12.5 pts)

3. What are the underlying primary interests? (12.5 pts)

4. What are the limits on each issue – walkaway points and BATNAs? (12.5 pts)

5. What are my target points and opening requests on these issues? (12.5 pts)

6. Who are the important constituencies to whom I am accountable? (12.5 pts)

7. What do I know about the other negotiator’s interests, negotiating style, and personal reputation? (12.5 pts)

8. What overall strategy do I want to pursue? (12.5 pts)

Rubric: written assignment

Criteria Accomplished (A) Proficient (B) Partially proficient (C) Borderline (D) Fail (F)

Problem identification

The business issue has been correctly identified, with a competent and comprehensive explanation of key driving forces and considerations. Impact on company operations has been correctly identified. A thorough analysis of the issue is presented.

The student correctly identified the issue(s), taking into account a variety of environmental and contextual drivers. Key case information has been identified and analyzed.

The student correctly identified the case (issues), considering obvious environmental/contextual drivers. There is evidence of analysis, but it lacks depth.

The student correctly identified the issue(s) but the analysis was weak. An absence of context – the work is basically descriptive with little analysis.

The student failed to correctly identify the issue(s); analysis was incorrect or too superficial to be of use; information was misinterpreted.

Information gathering

The student showed skill in gathering information and analyzing it for the purposes of filling the information gaps identified. Comprehensive and relevant.

Relevant information gaps were identified and additional relevant information was found to fill them. At least two different types of sources were used. The student demonstrates coherent criteria for selecting information but needs greater depth.

The student correctly identified at least one information gap and found relevant information, but which was limited in scope. Some evidence of sound criteria for selecting information but not consistent throughout. Needs expansion.

An information gap was identified and the student found additional information to fill it. However, this was limited in scope. Weak criteria for the selection of necessary information.

Information was taken at face value with no questioning of its relevance or value. Gaps in the information were not identified or were incorrect.

Conclusions The student evaluated, analyzed, synthesized all information provided to create a perceptive set of conclusions to support the decisions and solutions.

The student evaluated, analyzed and synthesized to create a conclusion(s) which support decisions and solutions.

The student reached conclusions, but they were limited and provided minimal direction for decision-making and solutions.

The conclusion was reasonable but lacked depth and would not be a basis for suitable strategy development.

The student formed a conclusion, but it was not reasonable. It was either unjustified, incorrect or unrelated to the case in hand.

Solutions The student used problem- solving techniques to make thoughtful, justified decisions about difficult and conflicting issues. A realistic solution was chosen which would provide maximum benefit to the company. Alternative solutions were explored and ruled out.

The student used problem- solving techniques to make appropriate decisions about complex issues. Relevant questions were asked and answered. A realistic solution was chosen. Alternatives were identified, explored and ruled out.

The student used problem- solving techniques to make appropriate decisions about simpler issues. The solution has limited benefit but does show understanding of implications of the decision. Alternatives were mentioned but not explored.

The student used problem- solving techniques to make decisions about simpler issues but disregarded more complex issues. Implications of the decision were not considered. Alternatives were not offered.

The student formed a conclusion, but it was not reasonable. It was either unjustified, incorrect or unrelated to the case in hand.