negotiation course assignment

COURSE CODE: BCO313 COURSE NAME: NEGOTIATION Task brief & rubrics

Task: Assignment

Individual task

Contextual information

Martin is a Real Estate Agent. He has been assigned a new property to rent in Barcelona. The landlord would like to rent the apartment to a solvent profile as soon as possible and for the longest period possible.

Martin has published the following advertisement:

• Cosy apartment in the city centre. Main characteristics: Living room, kitchen incl. dish-washer, washing machine, fridge, oven and microwave, 2 double bedrooms and 1 single room. All rooms have natural light. 1 exterior balcony and 1 interior balcony. Furniture included + heating and air conditioning. 100 sqm Price rental: 1200 eur per month + 2-month deposit + water + gas + electricity expenses Location: L1 Metro Urgell (Metro) Available from 1st October

After said publication, Martin has received several calls and has carried out a selection of potential tenants. After the viewing, there are three profiles who show high interest on the apartment and would like to rent it. See below:

• Profile A: 3 EU International Master students. They are interested in one year from October to June. They do not have any pay slip, but their parents can act as guarantors. At present, they are living in a hostel until they will find an apartment.

• Profile B: 2 US Friends who are relocating to Barcelona for work for 6 months. They have a pay slip of 1300 euro per month each. They will relocate to Barcelona on 1st November.

• Profile C: 1 Spanish Family: a couple + six-month baby. Only one adult is working and has a pay slip of 2000 euro per month. They would like to stay in the apartment for 4 years. At present, they are living in a family’s house and they have no expenses. They are Agent’s friends.

Expected table of contents

• The nature of negotiation a. Identify which is the object of negotiation b. Identify which are the parties in the negotiation and how is the relationship in terms of power among them. Graphic required. c. Identify which are the variables of the negotiation and why. d. Selling the need: according to the real estate agent, what is the need that he will be selling to each profile? Please explain it in your own words

for each case (profile A, profile B, profile C) • Research

a. What kind of research is the Real Estate Agent supposed to carry out? Description required. b. What kind of research are the potential tenants supposed to carry out? Description required.

• Negotiation Plan

a. Real Estate agent i. What strategy and approach would you apply if you were the Real Estate Agent? Description required.

ii. What BATNA can we identify? Description required. iii. Principles of Negotiation – Explain the connection between principles of negotiation and the Real Estate agent’s job.

b. Potential tenants i. What strategy and approach would you apply if you were the potential tenant? Please explain it for each profile (A, B, C)

ii. What BATNA can we identify in each case? Description required.

• Presentation a. During the viewing, what verbal and non-verbal communication tips would you advice to the Real Estate Agent? Would you apply different

techniques depending on the profile? Please justify your answer. b. During the viewing, what verbal and non-verbal communication tips would you advice to the potential tenants? Would you act differently

depending on each case? Please justify your answer.

• Bargaining a. Profile A: what key elements do you think they can use to close the agreement and why? b. Profile B: what key elements do you think they can use to close the agreement and why? c. Profile C: what key elements do you think they can use to close the agreement and why?

• Closure:

a. If you were the Real Estate Agent, with whom would you close the agreement and why?

Formalities:

• Wordcount: 2500 • Cover, Table of Contents, References and Appendix are excluded of the total wordcount. • Font: Arial 12,5 pts. • Text alignment: Justified. • Format: Document - pdf • The in-text References and the Bibliography have to be in Harvard’s citation style.

Submission: Week 6 - Sunday 13th November 2022 23:59 Barcelona time – Via Moodle (Turnitin).

Weight: This task is a 40% of your total grade for this subject.

It assesses the following learning outcomes:

• Outcome 1: Have an in-depth understanding of the keys to successful negotiation. • Outcome 2: Critically appreciate negotiation styles, strategies, and tactics. • Outcome 3: Identify and create alternative negotiation strategies and tactics - (own and of the other party). • Outcome 4: Apply the framework of ethics in negotiation.

Rubrics

Learning Descriptors Fail Below 60% Marginal Fail 60-69% Fair 70-79 % Good 80-89% Exceptional 90-100% Purpose & Understanding KNOWLEDGE & UNDERSTANDING 20%

Very poor coverage of central purpose, goals, research questions or arguments with little relevant information evident. Virtually no evidence of understanding or focus.

Minimal understanding of purpose of the study; factual errors evident. Gaps in knowledge and superficial understanding. A few lines of relevant material.

Reasonable understanding and clearly identifies the purpose, goals, research questions or argument. Reflect partial achievement of learning outcomes.

A sound grasp of, and clearly identifies, the purpose, goals, research questions or argument. Some wider study beyond the classroom content shown.

Effectively describes and explains the central purpose, arguments, research questions, or goals of the project; explanation is focused, detailed and compelling. Recognition of alternative forms of evidence beyond that supplied in the classroom.

Written Communication Skills COMMUNICATION 30%

The written project exhibits multiple errors in grammar, sentence structure and/or spelling. Inadequate writing skills (e.g., weaknesses in language facility and mechanics) hinder readability and contribute to an ineffective research project.

The written project exhibits errors in grammar, punctuation and spelling. The written project comes across as untidy and not properly checked for mistakes. Errors present in written communication make readability frustrating.

Written research project displays good word choice, language conventions and mechanics with a few minor errors in spelling, grammar, sentence structure and/or punctuation. Errors do not represent a major distraction or obscure meaning.

Readability of the project is good due to the clarity of language used. Grammar, spelling and punctuation is without error. Spelling and grammar thoroughly checked.

Readability of the project is enhanced by facility in language use/word choice. Excellent mechanics and syntactic variety. Uses language conventions effectively (e.g., spelling, punctuation, sentence structure, paragraphing, grammar, etc.).

Analytical / Critical Thinking Skills CRITICAL THINKING 30%

Research problem, concept or idea is not clearly articulated, or its component elements are not identified or described. Research information is poorly organized, categorized and/or not examined; research information is often inaccurate or incomplete. Presents little if any analysis or interpretation; inaccurately and/or inappropriately applies research methods, techniques, models, frameworks and/or theories

Research problem, concept or idea is not clearly articulated at times and confusing. Research information is badly organized, categorized, and/or only superficially examined; research information is often incomplete. Presents limited analysis or interpretation; inaccurately and/or inappropriately applies research methods, techniques, models, frameworks and/or theories to the analysis. Presents

Adequately identifies and describes (or sketches out) the research problem, concept or idea and its components. Gathers and examines information relating to the research problem, concept or idea; presents and appraises research information with some minor inconsistencies, irrelevancies or omissions. Generally applies appropriate research methods, techniques, models, frameworks and/or theories although with

Formulates a clear description of the research problem, concept or idea, and specifies major elements to be examined. Selects information appropriate to addressing the research problem, concept or idea; accurately and appropriately analyses and interprets relevant research information. Effectively applies appropriate research methods, techniques, models, frameworks and/or theories in developing and justifying multiple solutions

Effectively formulates a clear description of the research problem, concept or idea, and specifies major elements to be examined. Selects and prioritizes information appropriate to addressing the research problem, concept, or idea; accurately and appropriately analyzes and interprets relevant research information. Precisely and effectively applies appropriate research methods, employs advanced skills to conduct research. Uses techniques, models,

to the analysis. Presents few solutions or conclusions; solutions or conclusions are often not well supported, are inaccurate and/or inconsistent, and are presented in a vague or rudimentary manner.

some solutions or conclusions but they are often not well supported, or logical.

inaccuracies. Outlines solutions or conclusions that are somewhat logical and consistent with the analysis and evidence; identifies and/or lists solutions or conclusions although not always clearly.

or conclusions; solutions or conclusions are coherent, well supported and complete.

frameworks and/or theories in developing and justifying multiple solutions or conclusions; solutions or conclusions are insightful, coherent, well supported, logically consistent and complete. Displays a mastery of complex and specialized areas.

Integration Skills APPLICATION & EVALUATION 20%

Shows little ability to employ theory and practice across the functional areas of business in the assessment of issues relating to the research problem, concept, or idea. Does not recognize or correctly identify cross- functional organizational issues relevant to the research problem, concept or idea. Does not adequately evaluate the research problem, concept or idea in light of relevant principles, theories and practices across the business functional areas. Few if any solutions, recommendations for action, or conclusions are presented, and/or they are not appropriately justified or supported.

Shows some ability to employ theory and practice across the functional areas of business in the assessment of issues relating to the research problem, concept or idea. Recognizes organizational issues relevant to the research problem, concept or idea but does not show understanding. Does not adequately evaluate the research problem, concept or idea in light of relevant principles, theories and practices across the business functional areas. Some solutions offered but difficult to understand. Recommendations for action, or conclusions are presented, but they are often not well supported, or logical.

Exhibits application of principles, theories and practices across the functional areas of business to the analysis of the research problem, concept or idea. With some exceptions, outlines and describes (or sketches out) some cross- functional organizational issues that are relevant to the research problem, concept or idea. Adequately identifies and describes (or summarizes) solutions, recommendations for action, or conclusions that are, for the most part, appropriate, but which need to be more aligned with principles and concepts in the functional areas of business.

Demonstrates an ability to integrate and apply principles, theories and practices across the functional areas of business to the analysis of the research problem, concept or idea. Identifies, examines and critically evaluates important cross- functional organizational issues associated with the research problem, concept or idea. Clearly justifies solutions, recommendations for action, or conclusions based on analytics and an insightful synthesis of cross- disciplinary principles and concepts in the functional areas of business.

Demonstrates well- developed ability to integrate and apply principles, theories and practices across the functional areas of business to the analysis of the research problem, concept or idea. Effectively identifies, examines and critically evaluates important cross- functional organizational issues associated with the research problem, concept, or idea. Clearly and effectively justifies solutions, recommendations for action, or conclusions based on strong analytics and an insightful synthesis of cross- disciplinary principles and concepts in the functional areas of business. Can link thinking across disciplines and contexts.