Integrative and Distributive Negotiations
Sampson85
BUS526_COURSE_GUIDE.pdf
BUS526
Preview: BUS526 : Negotiation and Conflict Resolution
Course Guide
Prerequisites
Course Description
Instructional Materials
Examines conflict negotiation in organizations. Provides a background in negotiation, mediation, ombudsmen, and investigator systems, peer review boards, arbitration, and dispute resolution. Presents specialized concepts in managerial negotiations such as cross culturally making effective group decisions, negotiating mergers and acquisitions, managing business integration teams.
Required Resources
Roy J. Lewicki. 2020. Negotiation (8th ed.). McGraw-Hill.
365 Careers. July 3, 2017. Negotiation Tutorial - Integrative Bargaining Tactics (Expanding the Pie) [Video]. https://youtu.be/m6Dgq-p4Tsc
365 Careers. July 3, 2017. Negotiation Tutorial - Distributive Bargaining Tactics (Pie Slicing Strategies) [Video]. https://youtu.be/q8jIBs1rjNI
Familias Unidas por la Justicia (FUJ). No date. http://familiasunidasjusticia.org/en/home/
Sakuma Brothers. No date. http://sakumabros.com/sakumabroswp/
TEDx Talks. January 4, 2017. Women Don’t Negotiate and Other Similar Nonsense | Andrea Schneider | TEDxOshkosh [Video]. https://youtu.be/jFX1wAOv724
David Nakamura. July 5, 2017. Phone Taps, Power Plays and Sarcasm: What It’s Like to Negotiate With Vladimir Putin. Washington Post. https://advance-lexis-com.libdatab.strayer.edu/api/permalink/9158d27f-43d2-41a7-8f2f-89e9b0efccb0/? context=1516831
TEDxTalks. May 24, 2016. Negotiation Expert: Lessons From My Horse | Margaret Neale | TEDxStanford [Video]. youtu.be/KTTtn0i_ZyA
Indiana Courts. August 31, 2009. Real Dialogue. Real Answers. (Alternative Dispute Resolution) [Video]. https://youtu.be/rfe0RMTXvKk
David E. Rosenbaum. July 6, 1998. Federal Government and Zapruder Family Debate the Price of History. The New York Times. https://advance-lexis-com.libdatab.strayer.edu/api/permalink/0d002933-d04b-4e2d-b07b-2c2eca025420/?context=1516831
Time. December 2, 2013. Kennedy's Assassination: How LIFE Brought the Zapruder Film to Light | TIME [Video]. https://youtu.be/0zsk4DSzQ2s
NPR. November 21, 2016. Zapruder's Book Examines Her Grandfather's Filming of JFKAssassination [Audio recording]. http://www.npr.org/2016/11/21/502841532/zapruder-s-book-examines-her-grandfather-s-filming-of-jfk-assassination
NOTE: The links in this document do not function. Please refer to your course to view/download linked content.
Course Learning Outcomes
Weekly Course Schedule
Week 1 - To Do List
Discuss: Introduce yourself to your peers and your professor.
Learn: Read Chapter 1 in Negotiation .
Learn: Complete the video, Negotiation Foundations Parts 1 and 2.
Discuss: Complete the discussion, Negotiation and Conflict Resolution.
Week 2 - To Do List
Learn: Read Chapters 2 and 3 in Negotiation.
Learn: Watch the LinkedIn Learning videos, Integrative Bargaining Tactics and Distributive Bargaining Tactics.
Discuss: Complete the discussion, Integrative Negotiation.
Week 3 - To Do List
Learn: Read Chapters 4 and 5 in Negotiation .
The Sixth Floor Museum at Dealey Plaza. 1967. Abraham Zapruder Film [Video]. https://emuseum.jfk.org/objects/32274/
Develop a proposal for using strategies in a given negotiation that considers alternatives and ethical behaviors.
1
Create a workplace conflict resolution strategy that considers the impact of negotiation and litigation.2
Recommend strategies for managing negotiations and conflict in a diverse cultural environment.3
Propose a plan for implementing the negotiation process in a given scenario.4
Review concepts related to conflict negotiation in organizations including negotiation, mediation, ombudsmen, investigator systems, arbitration, and dispute resolution.
5
Week 3 - To Do List
Learn: Read the Chapter 5 PowerPoint.
Learn: Watch the video, Business Ethics - Part 1 and Part 2.
Discuss: Complete the discussion, Negotiation Oops!
Week 4 - To Do List
Learn: Read Chapters 6 and 7 in Negotiation .
Learn: Read the Chapter 6 and 7 PowerPoints.
Learn: Watch the video, Week 4 Lecture 1.
Discuss: Complete the discussion, Employee Evaluations.
Assignment: Complete the assignment, The Art of Negotiation.
Week 5 - To Do List
Learn: Read Chapter 8 in Negotiation .
Learn: Read the Chapter 8 PowerPoint.
Discuss: Complete the discussion, Player Contracts.
Quiz: Complete the Midterm Exam.
Week 6 - To Do List
Learn: Read Chapters 9 and 10 in Negotiation .
Learn: Read the Chapter 9 PowerPoint.
Learn: Watch the video on Influencing Others - Part 2.
Week 6 - To Do List
Discuss: Complete the discussion, Business With Friends.
Assignment: Complete the assignment, Conflict Resolution.
Week 7 - To Do List
Learn: Read Chapters 13 and 16 in Negotiation .
Learn: Read the Chapter 13 and Chapter 16 PowerPoints.
Learn: Watch the Week 7 videos, Lecture 1 and Lecture 2.
Discuss: Complete the discussion, Union Negotiations.
Week 8 - To Do List
Learn: Read Chapters 14 and 15 in Negotiation .
Learn: Watch the video, Women Don’t Negotiate and Other Similar Nonsense.
Learn: Watch the video, Week 8 Lecture 1.
Discuss: Complete the discussion, Negotiating With Vladimir Putin.
Assignment: Complete the assignment, Negotiating for Your Employer.
Week 9 - To Do List
Learn: Read Chapters 17 and 18 in Negotiation .
Learn: Read the Chapter 18 PowerPoint.
Learn: Watch the video, Week 9 Lecture 1.
Week 9 - To Do List
Learn: Watch the video, Negotiations With My Horse.
Discuss: Complete the discussion, Relocation Assistance.
Week 10 - To Do List
Learn: Read Chapter 19 in Negotiation .
Learn: Watch the videos in the playlist, Real Dialogue. Real Answers. (Alternative Dispute Resolution).
Discuss: Complete the discussion, Zapruder Film.
Assignment: Complete the assignment, Negotiation Presentation.
Week 11 - To Do List
Discuss: Complete the discussion, Final Thoughts.
Quiz: Complete the Final exam.
Grading Scale
Participation Total Points % of Grade
Discussion Participation 150 15%
Assignment Total Points % of Grade
w04a1 - The Art of Negotiation 100 10%
w05q1 - Midterm Exam 150 15%
w06a1 - Conflict Resolution 150 15%
w08a1 - Negotiating for Your Employer 150 15%
w10a1 - Negotiation Presentation 150 15%
w11q1 - Final Exam 150 15%
Totals 1000 100%
Final Course Grade
Points Percentage GradePoints Percentage Grade
900 - 1000 90% - 100% A
800 - 899 80% - 89% B
700 - 799 70% - 79% C
0 - 699 69% and below F
Unique Course Features
Grading Scale Notation
Please consult the University Catalog and your academic advisor to determine the final grade needed in this class to satisfy your specific degree conferral requirements.
Assignments
w04a1 - The Art of Negotiation
Summary
Click the linked activity title to access this assignment.
Text
Research a current conflict or negotiation in progress from the last six months, for example, peace talks in the Middle East, a corporate merger, or a labor dispute.
Write a six- to eight-page paper in which you:
1. Briefly describe the selected negotiation. 2. Examine the issues versus the interests of the parties involved. Determine how this difference affected the negotiation. 3. Analyze the ethical behavior or tactics that are being used in the negotiation. Determine the effect they might have on the
outcome of the negotiation. 4. Determine the Best Alternative to a Negotiated Agreement (BATNA) and Worst Alternative to a Negotiated Agreement (WATNA)
for each side of the negotiation. 5. Develop a proposal for a distributive negotiation strategy for this negotiation. 6. Develop a proposal for an integrative negotiation strategy for this negotiation. 7. Use at least three quality academic resources in this assignment. Note: Wikipedia and other websites do not qualify as
academic resources.
This course requires the use of Strayer Writing Standards. For assistance and information, refer to the Strayer Writing Standards link in the left-hand menu of your course. Check with your professor for any additional instructions.
The specific course learning outcome associated with this assignment is:
Develop a proposal for using strategies in a given negotiation that considers alternatives and ethical behaviors.
Scoring Guide
Brie fly de scribe the se le cte d ne gotiation. 10 %
Unacceptable Needs Improvement Competent Exemplary
Did not submit or incompletely briefly described the selected negotiation.
Partially, briefly described the selected negotiation.
Satisfactorily, briefly described the selected negotiation.
Thoroughly, briefly described the selected negotiation.
Examine the issue s v e rsus the inte re sts of the partie s inv olv e d. De te rmine how this diffe re nce affe cte d the ne gotiation. 10 %
Unacceptable
Did not submit or incompletely examined the issues versus the interests of the parties involved. Did not submit or incompletely determined how this difference affected the negotiation.
Needs Improvement
Partially examined the issues versus the interests of the parties involved. Partially determined how this difference affected the negotiation.
Competent
Satisfactorily examined the issues versus the interests of the parties involved. Satisfactorily determined how this difference affected the negotiation.
Exemplary
Thoroughly examined the issues versus the interests of the parties involved. Thoroughly determined how this difference affected the negotiation.
Analyze the e thical be hav ior or tactics that are be ing use d in the ne gotiation. De te rmine the e ffe ct the y might hav e on the outcome of the ne gotiation. 15 %
Unacceptable
Did not submit or incompletely analyzed the ethical behavior or tactics that are being used in the negotiation. Did not submit or incompletely determined the effect they might have on the outcome of the negotiation.
Needs Improvement
Partially analyzed the ethical behavior or tactics that are being used in the negotiation. Partially determined the effect they might have on the outcome of the negotiation.
Competent
Satisfactorily analyzed the ethical behavior or tactics that are being used in the negotiation. Satisfactorily determined the effect they might have on the outcome of the negotiation.
Exemplary
Thoroughly analyzed the ethical behavior or tactics that are being used in the negotiation. Thoroughly determined the effect they might have on the outcome of the negotiation.
De te rmine the Be st Alte rnativ e to a Ne gotiate d Agre e me nt (BATNA) and Worst Alte rnativ e to a Ne gotiate d Agre e me nt (WATNA) for e ach side of the ne gotiation. 15 %
Unacceptable
Did not submit or incompletely determined the Best Alternative to a Negotiated Agreement (BATNA) and Worst Alternative to a Negotiated Agreement (WATNA) for each side of the negotiation.
Needs Improvement
Partially determined the Best Alternative to a Negotiated Agreement (BATNA) and Worst Alternative to a Negotiated Agreement (WATNA) for each side of the negotiation.
Competent
Satisfactorily determined the Best Alternative to a Negotiated Agreement (BATNA) and Worst Alternative to a Negotiated Agreement (WATNA) for each side of the negotiation.
Exemplary
Thoroughly determined the Best Alternative to a Negotiated Agreement (BATNA) and Worst Alternative to a Negotiated Agreement (WATNA) for each side of the negotiation.
De v e lop a proposal for a distributiv e ne gotiation strate gy for this ne gotiation. 15 %
Unacceptable
Did not submit or incompletely developed a proposal for a distributive negotiation strategy for this negotiation.
Needs Improvement
Partially developed a proposal for a distributive negotiation strategy for this negotiation.
Competent
Satisfactorily developed a proposal for a distributive negotiation strategy for this negotiation.
Exemplary
Thoroughly developed a proposal for a distributive negotiation strategy for this negotiation.
De v e lop a proposal for an inte grativ e ne gotiation strate gy
for this ne gotiation. 15 %
Unacceptable
Did not submit or incompletely developed a proposal for an integrative negotiation strategy for this negotiation.
Needs Improvement
Partially developed a proposal for an integrative negotiation strategy for this negotiation.
Competent
Satisfactorily developed a proposal for an integrative negotiation strategy for this negotiation.
Exemplary
Thoroughly developed a proposal for an integrative negotiation strategy for this negotiation.
Thre e re fe re nce s. 10 %
Unacceptable
No references provided.
Needs Improvement
Does not meet the required number of references; some or all references poor-quality choices.
Competent
Meets number of required references; all references high-quality choices.
Exemplary
Exceeds number of required references; all references high-quality choices.
Clarity, writing me chanics, and formatting re quire me nts. 10 %
Unacceptable
More than 6 errors present.
Needs Improvement
5–6 errors present.
Competent
3–4 errors present.
Exemplary
0–2 errors present.
w06a1 - Conflict Resolution
Summary
Click the linked activity title to access this assignment.
Text
Often, conflicts start in the workplace because of the perception by employees that their supervisor is not treating them fairly or is showing favoritism to another employee. How the employee or supervisor handles this perception will determine how the dispute is resolved.
Research an employee dispute from the past six months for this assignment. This can be a dispute between a group of employees and management or a dispute between one employee and another.
Write a six- to eight-page paper in which you:
1. Propose ways that the negotiation process could alleviate or mitigate conflict in the workplace. 2. Determine the advantages and disadvantages of a one-on-one approach in resolving the conflict from the scenario. 3. Create a scenario where the type of conflict you created would need to go to mediation. Determine the advantages and
disadvantages of a mediation approach. 4. Examine three to five issues that litigation causes for both parties. Recommend a strategy, including advance preparation, for
resolving the dispute. 5. Use at least two quality academic resources in this assignment. Note: Wikipedia and other websites do not qualify as academic
resources.
This course requires the use of Strayer Writing Standards. For assistance and information, refer to the Strayer Writing Standards link in the left-hand menu of your course. Check with your professor for any additional instructions.
The specific course learning outcome associated with this assignment is:
Create a workplace conflict resolution strategy that considers the impact of negotiation and litigation.
Scoring Guide
Propose ways that the ne gotiation proce ss could alle v iate or mitigate conflict in the workplace . 20 %
Unacceptable
Did not submit or incompletely proposed ways that the negotiation process could alleviate or mitigate conflict in the workplace.
Needs Improvement
Partially proposed ways that the negotiation process could alleviate or mitigate conflict in the workplace.
Competent
Satisfactorily proposed ways that the negotiation process could alleviate or mitigate conflict in the workplace.
Exemplary
Thoroughly proposed ways that the negotiation process could alleviate or mitigate conflict in the workplace.
De te rmine the adv antage s and disadv antage s of a one -on- one approach in re solv ing the conflict from the sce nario. 20 %
Unacceptable
Thoroughly proposed ways that the negotiation process could alleviate or mitigate conflict in the workplace.
Needs Improvement
Partially determined the advantages and disadvantages of a one-on- one approach in resolving the conflict from the scenario.
Competent
Satisfactorily determined the advantages and disadvantages of a one-on- one approach in resolving the conflict from the scenario.
Exemplary
Thoroughly determined the advantages and disadvantages of a one-on- one approach in resolving the conflict from the scenario.
Cre ate a sce nario whe re the type of conflict you cre ate d would ne e d to go to me diation. De te rmine the adv antage s and disadv antage s of a me diation approach. 20 %
Unacceptable
Did not submit or incompletely created a scenario where the type of conflict you created would need to go to mediation. Did not submit or incompletely determined the advantages and disadvantages of a mediation approach.
Needs Improvement
Partially created a scenario where the type of conflict you created would need to go to mediation. Partially determined the advantages and disadvantages of a mediation approach.
Competent
Satisfactorily created a scenario where the type of conflict you created would need to go to mediation. Satisfactorily determined the advantages and disadvantages of a mediation approach.
Exemplary
Thoroughly created a scenario where the type of conflict you created would need to go to mediation. Thoroughly determined the advantages and disadvantages of a mediation approach.
Examine thre e to fiv e issue s that litigation cause s for both partie s. Re comme nd a strate gy, including adv ance pre paration, for re solv ing the dispute . 20 %
Unacceptable
Did not submit or incompletely examined three to five issues that litigation causes for both parties. Did not submit or incompletely recommended a strategy, including advance preparation, for resolving the dispute.
Needs Improvement
Partially examined three to five issues that litigation causes for both parties. Partially recommended a strategy, including advance preparation, for resolving the dispute.
Competent
Satisfactorily examined three to five issues that litigation causes for both parties. Satisfactorily recommended a strategy, including advance preparation, for resolving the dispute.
Exemplary
Thoroughly examined three to five issues that litigation causes for both parties. Thoroughly recommended a strategy, including advance preparation, for resolving the dispute.
Thre e re fe re nce s. 10 %
Unacceptable
No references provided.
Needs Improvement
Does not meet the required number of references; some
Competent
Meets number of required references; all references high-quality choices.
Exemplary
Exceeds number of required references; all references high-quality choices.
or all references poor-quality choices.
Clarity, writing me chanics, and formatting re quire me nts. 10 %
Unacceptable
More than 6 errors present.
Needs Improvement
5–6 errors present.
Competent
3–4 errors present.
Exemplary
0–2 errors present.
w08a1 - Negotiating for Your Employer
Summary
Click the linked activity title to access this assignment.
Text
Imagine that you have been put in charge of a large team that is negotiating a company merger with two other hypothetical, multinational companies that have offices located around the globe. Your task is to design a negotiation strategy to deal with the negotiation issues involved with merging these multinational companies.
For this assignment, pick two countries that will represent the corporate cultures of the multinational companies. One of the countries must not be from Europe.
Write a six- to eight-page paper in which you:
1. Examine the issues that might influence a negotiation within a diverse cultural environment. Recommend a negotiation strategy that would work best in that situation.
2. Analyze the dynamics of multiparty negotiations and their role in your strategy. 3. Predict potential for conflicts that can occur when negotiating within a diverse cultural workplace. Propose suggestions to
mitigate these foreseen conflicts. 4. Determine the benefits cultural conflict can bring to a multinational company. 5. Use at least two quality academic resources in this assignment. Note: Wikipedia and other websites do not qualify as academic
resources.
This course requires the use of Strayer Writing Standards. For assistance and information, refer to the Strayer Writing Standards link in the left-hand menu of your course. Check with your professor for any additional instructions.
The specific course learning outcome associated with this assignment is:
Recommend strategies for managing negotiations and conflict in a diverse cultural environment.
Scoring Guide
Examine the issue s that might influe nce a ne gotiation within a div e rse cultural e nv ironme nt. Re comme nd a ne gotiation strate gy that would work be st in that situation. 20 %
Unacceptable
Did not submit or incompletely examined the issues that might influence a negotiation within a diverse cultural environment. Did not submit or incompletely recommended a negotiation strategy that would work best in that situation.
Needs Improvement
Partially examined the issues that might influence a negotiation within a diverse cultural environment. Partially recommended a negotiation strategy that would work best in that situation.
Competent
Satisfactorily examined the issues that might influence a negotiation within a diverse cultural environment. Satisfactorily recommended a negotiation strategy that would work best in that situation.
Exemplary
Thoroughly examined the issues that might influence a negotiation within a diverse cultural environment. Thoroughly recommended a negotiation strategy that would work best in that situation.
Analyze the dynamics of multiparty ne gotiations and the ir role in your strate gy. 20 %
Unacceptable
Did not submit or incompletely analyzed the dynamics of multiparty negotiations and their role in your strategy.
Needs Improvement
Partially analyzed the dynamics of multiparty negotiations and their role in your strategy.
Competent
Satisfactorily analyzed the dynamics of multiparty negotiations and their role in your strategy.
Exemplary
Thoroughly analyzed the dynamics of multiparty negotiations and their role in your strategy.
Pre dict pote ntial for conflicts that can occur whe n ne gotiating within a div e rse cultural workplace . Propose sugge stions to mitigate the se fore se e n conflicts. 20 %
Unacceptable
Did not submit or incompletely predicted potential for conflicts that can occur when negotiating within a diverse cultural workplace. Did not submit or incompletely proposed suggestions to mitigate these foreseen conflicts.
Needs Improvement
Partially predicted potential for conflicts that can occur when negotiating within a diverse cultural workplace. Partially proposed suggestions to mitigate these foreseen conflicts.
Competent
Satisfactorily predicted potential for conflicts that can occur when negotiating within a diverse cultural workplace. Satisfactorily proposed suggestions to mitigate these foreseen conflicts.
Exemplary
Thoroughly predicted potential for conflicts that can occur when negotiating within a diverse cultural workplace. Thoroughly proposed suggestions to mitigate these foreseen conflicts.
De te rmine the be ne fits cultural conflict can bring to a multinational company. 20 %
Unacceptable
Did not submit determination of the benefits cultural conflict can bring to a multinational company.
Needs Improvement
Partially determined the benefits cultural conflict can bring to a multinational company.
Competent
Satisfactorily determined the benefits cultural conflict can bring to a multinational company.
Exemplary
Thoroughly determined the benefits cultural conflict can bring to a multinational company.
Thre e re fe re nce s. 10 %
Unacceptable
No references provided.
Needs Improvement
Does not meet the required number of references; some or all references poor-quality choices.
Competent
Meets number of required references; all references high-quality choices.
Exemplary
Exceeds number of required references; all references high-quality choices.
Clarity, writing me chanics, and formatting re quire me nts. 10 %
Unacceptable
More than 6 errors present.
Needs Improvement
5–6 errors present.
Competent
3–4 errors present.
Exemplary
0–2 errors present.
w10a1 - Negotiation Presentation
Summary
Click the linked activity title to access this assignment.
Text
Imagine that you are about to purchase a new car, a new home, or another big-ticket item. You want to negotiate a good price for yourself that is also fair to the seller. Using the chapters in the textbook, develop a plan that will give you the best chance to succeed.
Create a PowerPoint presentation of your plan, with a minimum of twenty slides and corresponding speaker notes, in which you:
1. Create a scenario for buying a new car, a new home, or another big-ticket item. 2. Analyze the dynamics of the negotiation process that you think will give you the best opportunity to succeed. 3. Determine the specific tactics you will use to effectively implement your plan. 4. Determine the Best Alternative to a Negotiated Agreement (BATNA) and the Worst Alternative to a Negotiated Agreement
(WATNA) for this scenario. 5. Create a plan for conflict or dispute resolution for the scenario that you created for this assignment. 6. Propose a plan for closing the sale that is fair to both parties involved in the negotiation. 7. Use at least three quality academic resources in this assignment. Note: Wikipedia and other websites do not qualify as
academic resources.
This course requires the use of Strayer Writing Standards. For assistance and information, refer to the Strayer Writing Standards link in the left-hand menu of your course. Check with your professor for any additional instructions.
The specific course learning outcome associated with this assignment is:
Propose a plan for implementing the negotiation process in a given scenario.
Scoring Guide
Cre ate a sce nario for buying a ne w car, a ne w home , or anothe r big-ticke t ite m 10 %
Unacceptable
Did not submit or incompletely created a scenario for buying a new car, a new home, or another big- ticket item.
Needs Improvement
Partially created a scenario for buying a new car, a new home, or another big-ticket item.
Competent
Satisfactorily created a scenario for buying a new car, a new home, or another big- ticket item.
Exemplary
Thoroughly created a scenario for buying a new car, a new home, or another big- ticket item.
Analyze the dynamics of the ne gotiation proce ss that you think will giv e you the be st opportunity to succe e d. 10 %
Unacceptable
Did not submit or incompletely analyzed the dynamics of the negotiation process that you think will give you the best opportunity to succeed.
Needs Improvement
Partially analyzed the dynamics of the negotiation process that you think will give you the best opportunity to succeed.
Competent
Satisfactorily analyzed the dynamics of the negotiation process that you think will give you the best opportunity to succeed.
Exemplary
Thoroughly analyzed the dynamics of the negotiation process that you think will give you the best opportunity to succeed.
De te rmine the spe cific tactics you will use to e ffe ctiv e ly imple me nt your plan 10 %
Unacceptable
Did not submit or incompletely determined the specific tactics you will use to effectively implement your plan.
Needs Improvement
Partially determined the specific tactics you will use to effectively implement your plan.
Competent
Satisfactorily determined the specific tactics you will use to effectively implement your plan.
Exemplary
Thoroughly determined the specific tactics you will use to effectively implement your plan.
De te rmine the Be st Alte rnativ e to a Ne gotiate d Agre e me nt
© 2020 Strategic Education, Inc.
(BATNA) and the Worst Alte rnativ e to a Ne gotiate d Agre e me nt (WATNA) for this sce nario. 15 %
Unacceptable
Did not submit or incompletely determined the Best Alternative to a Negotiated Agreement (BATNA) and the Worst Alternative to a Negotiated Agreement (WATNA) for this scenario.
Needs Improvement
Partially determined the Best Alternative to a Negotiated Agreement (BATNA) and the Worst Alternative to a Negotiated Agreement (WATNA) for this scenario.
Competent
Satisfactorily determined the Best Alternative to a Negotiated Agreement (BATNA) and the Worst Alternative to a Negotiated Agreement (WATNA) for this scenario
Exemplary
Thoroughly determined the Best Alternative to a Negotiated Agreement (BATNA) and the Worst Alternative to a Negotiated Agreement (WATNA) for this scenario.
Cre ate a plan for conflict or dispute re solution for the sce nario that you cre ate d for this assignme nt. 20 %
Unacceptable
Did not submit or incompletely created a plan for conflict or dispute resolution for the scenario that you created for this assignment.
Needs Improvement
Partially created a plan for conflict or dispute resolution for the scenario that you created for this assignment.
Competent
Satisfactorily created a plan for conflict or dispute resolution for the scenario that you created for this assignment.
Exemplary
Thoroughly created a plan for conflict or dispute resolution for the scenario that you created for this assignment.
Propose a plan for closing the sale that is fair to both partie s inv olv e d in the ne gotiation. 15 %
Unacceptable
Did not submit or incompletely proposed a plan for closing the sale that is fair to both parties involved in the negotiation.
Needs Improvement
Partially proposed a plan for closing the sale that is fair to both parties involved in the negotiation.
Competent
Satisfactorily proposed a plan for closing the sale that is fair to both parties involved in the negotiation.
Exemplary
Thoroughly proposed a plan for closing the sale that is fair to both parties involved in the negotiation.
Thre e re fe re nce s. 10 %
Unacceptable
No references provided.
Needs Improvement
Does not meet the required number of references; some or all references poor-quality choices.
Competent
Meets number of required references; all references high-quality choices.
Exemplary
Exceeds number of required references; all references high-quality choices.
Clarity, writing me chanics, and formatting re quire me nts. 10 %
Unacceptable
More than 6 errors present.
Needs Improvement
5–6 errors present.
Competent
3–4 errors present.
Exemplary
0–2 errors present.
