Negotiation strategy 2-3 pages + Individual Project Plan 4 pages

NegotiationSimulation1-instructionsandfactsscenario.docx

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You are to negotiate the facts scenario with your Negotiation Partner for Negotiation Simulation 1. See Facts Scenario on the next page.

You must have identified your Negotiation Partner with your relevant tutor.

Assessment Requirements

· Role

You are to conduct your negotiation with one other student. Each negotiating pair will have one student as Raja and the other as Alex. You need to agree which partner is Alex and which is Raja in advance of the negotiation so that you can begin preparing your negotiation strategy before you conduct the simulation (recorded video of the Negotiation).

· Negotiation Strategy for your character/role

Each individual is required to develop their own negotiation strategy in relation to the role they are playing (ie: a negotiation strategy for Alex OR Raja).

Your strategy, at a minimum, needs to clearly identify the Best Alternative to a Negotiated Agreement (BATNA), the worst alternative to a negotiated agreement (WATNA) for your character (Alex or Raja) and the ZOPA.

Two documents (Negotiation Navigation Map and the 7 Elements of Negotiation) have been provided (see Student Resources Module in Canvas) to guide you in your preparation of your negotiation strategy – it is YOUR choice how to use these documents. These documents are not to be ‘cut/pasted’ as your submission.

So, what do I need to submit to Canvas for Negotiation Simulation 1 (the assessment task)?

· Your negotiation strategy

· The Agreement drafted by both Raja and Alex (ie: you will submit the same agreement as your Partner)

Some tips:

Remember, you need to evidence an understanding of positional and interest-based negotiation and how to use an appropriate strategy, style and skill at any point during the negotiation. It will be important to highlight your understanding of this during the negotiation simulation (ie: the recorded simulation).

There are no ‘Oscars’ for this assessment, so please ensure that you are mindful of providing you and your partner with the opportunity to learn from this exercise (in other words, do not engage in obstruction or overly-dramatic tactics to derail the simulation). Feel free to improvise, whilst remaining consistent with the information provided in the fact scenario. Remember, you are looking for a solution.

After the completion of Negotiation Simulation 1, you may consider undertaking a reflexive analysis of the Negotiation process and outcomes – and including this in your Reflexive Journal.

My partner needs from me:

Procedure for Negotiation Simulation 1

1. Rehearse negotiation first (check whether it goes for at least 20 minutes)

2. Start negotiation

- Introduce Raja and Alex

- What they do for a living

- How long they have lived here

- Alex and Raja take turns explaining as to what are the issues they face

- Describe issues from the assignment instructions and facts scenario sheet

- Actual negotiation

- Show an understanding of positional and interest-based negotiation and how to use an appropriate strategy, style and skill at any point during the negotiation (this is taken from the assignment sheet).

- Identify the Best Alternative to a Negotiated Agreement (BATNA), the worst alternative to a negotiated agreement (WATNA) for your character.

3. Agree on something and write it down on a document.

4. The end.

Neighbours in dispute: Fact scenario

Alex Smith and Raja Feradi are neighbours, renting adjoining flats from their landlord, Jane Tough, for two and half years. They have lived in almost constant conflict the entire time. Recently, however, the conflict has worsened and Alex has started calling the police to assist.

Alex is a writer who works from home during the day in the study, playing classical music to help concentrate. Alex has a manuscript due in 2 weeks’ time. If Alex does not submit the manuscript on time, the publisher applies a penalty of $1,000 for every week that the manuscript is delayed. Alex has assessed that if will take another 4+ weeks to finish the manuscript if the constant noise continues. Alex is stressed. Alex wants to stay in the flat because the rent is so affordable. Alex is due to go on a holiday in 2 weeks and can’t afford to cancel the trip. Alex has asked the landlord if the flat can be sub-let for the next two weeks (this way Alex still has money coming in to cover the rent of the flat), however the landlord has said no.

Raja is an electric guitarist who works in a band at night and practises at home during the day in his flat’s loungeroom or any room in the flat, depending on Raja’s mood. Raja is happy with the flat and thinks that Alex is a self-absorbed pain who is not flexible to everyone else’s needs, including Raja’s creative genius. Raja’s band has a tour in 3 weeks’ time and then after returning from the tour Raja will be out of the flat in 6 weeks’ time – for good.

The police have visited both neighbours on a number of occasions. They have warned Raja to keep the noise down but have also told Alex that there is nothing they can do provided the sound levels are kept at an 'acceptable' level during the hours of 7 .30am and 10pm. Alex's and Raja's definitions of 'acceptable' differ wildly.

Both Raja and Alex have complained to Jane, the landlord, on numerous occasions, Raja about harassment and Alex about noise. Jane is tired of the situation (and not happy about the constant appearance of police at her investment property!) and has given them both an ultimatum - sort out the problem themselves within a month or both get out.

Note - Picture of Alex and Raja’s adjoining flats on the next page.

Bedroom

Entry

Lounge

Dining

Kitchen

Bath

Study