6-1 Final Project: Milestone Two

WCM 510 Final Project Milestone Two Guidelines and Rubric Prompt: Effective negotiations are designed with four key focus areas in mind: people, interests, options, and criteria (PIOC). Focusing on these four variables assists in reaching a successful negotiation outcome, a key deliverable for this milestone. Refer to Module One for information regarding PIOC. Discussions on possible ZOPA and BATNA agreements should also be reviewed in the completion of this milestone. In addition to submitting a draft of Section III: PIOC Analysis Overview, you will also include Section IV: Communication Strategies of the final project. Section IV asks you to consider the overt and tacit communication strategies that can be used during the negotiations, as well as their benefits and risks. These two sections should be revised, based on instructor feedback, and then submitted as part of your analysis and negotiation coaching recommendations for executive leadership final project, due in Module Ten. Specifically, your milestone submission must address the following critical elements:

III. PIOC Analysis Overview

A. Formulate appropriate phrasing for the CHRO’s opening remarks that separate the people from the problems. Your phrasing must be based on principled negotiation practices.

B. Identify case-specific negotiating positions and rephrase them as interests. In other words, Sharon Slade and Alice Jones’ ZOPA and BATNA positions should be referred to as case-specific negotiating interests. For example, one of Alice Jones’ possible ZOPA positions may be to obtain a 52-week severance package, during which her compensation and benefits continue through the severance period. This can be rephrased as an interest by adding Alice Jones’ rationale for this position: 52 weeks of severance allows for adequate time to find a comparable position as well as time for her family to relocate to a new geographic region. You have the option of using a table to illustrate each position and the appropriate rephrased interest (one row per position-interest).

C. Recommend options that can appropriately address the parties’ integrative interests. You will want to use the open, closed, alternative, and leading questions developed in the Module Five assignment to craft an integrative bargaining proposal. Feel free to consider potential creative options that may not be as common.

D. Identify objective criteria that can be used to measure distributive elements of the negotiation. Explain the reasoning for your choices.

IV. Communication Strategies

A. Identify examples of effective overt communication that could be used in this negotiation. Explain the reasoning for your choices. For example, when hearing a proposal from the executive that would be risky from a human resources perspective, how would you respond? Why?

B. Identify situations where tacit communication is important to this negotiation. Provide examples of how you might use such communication at upcoming meetings. For example, if you are making an offer to the executive, what non-verbal cues can you provide to let him/her know the offer is final and you would not be open to negotiating further?

C. Contrast the benefits and risks of using overt and tacit communication methods with respect to this negotiation. For example, might one particular method be more appropriate than the other? Why?

In your submission, you should recommend options that address both parties’ distributive and integrative interests, using both overt and tacit communication prompts that could be used in the negotiation meeting by Sharon Slade. Consider blind spots that Sharon Slade may have (but may not be aware of) and that Alice Jones may know. You will want to refer to our readings on the Johari window that address this issue. Be sure to address these potential blind spots when formulating the negotiating positions that you will recommend to Sharon Slade. Doing this will increase the likelihood of reaching an integrative, win-win negotiation outcome.

Rubric

Guidelines for Submission: Your paper must be submitted as a three-page Microsoft Word document with double spacing, 12-point Times New Roman font, one- inch margins, and at least three sources cited in APA 6th edition format. You may also submit the milestone as a five- to six-slide PowerPoint deck, not counting the title slide or reference slide, with speaker notes provided on each slide. It should be of professional quality and use APA 6th edition format.

Critical Elements Proficient (100%) Needs Improvement (70%) Not Evident (0%) Value

PIOC Analysis: CHRO’s Opening Remarks

Formulates appropriate phrasing, based on principled negotiation practices, for the CHRO’s opening remarks that separates the people from the problems

Formulates phrasing for the CHRO’s opening remarks based on principled negotiation practices, but phrasing is not appropriate or logical, or does not separate the people from the problems

Does not formulate phrasing for the CHRO’s opening remarks

12

PIOC Analysis: Case- Specific Negotiating

Identifies appropriate case-specific negotiating positions and rephrases them as interests

Identifies negotiating positions and rephrases them as interests, but some positions are inappropriate or are not case-specific

Does not identify negotiating positions and rephrase them as interests

12

PIOC Analysis: Integrative Interests

Recommends options that can appropriately address the parties’ integrative interests

Recommends options that can address the parties’ integrative interests, but some recommendations are illogical or inappropriate

Does not recommend options that can address the parties’ integrative interests

12

PIOC Analysis: Objective Criteria

Identifies objective criteria that can be used to measure distributive elements of the negotiation, explaining reasoning for choices

Identifies criteria that can be used to measure distributive elements of the negotiation, but not all criteria are objective, or does not explain choices

Does not identify criteria that can be used to measure distributive elements of the negotiation

12

Communication: Overt Communication

Identifies examples of effective overt communication that could be used in the negotiation, explaining reasoning

Identifies examples of overt communication that could be used in the negotiation, explaining reasoning, but not all examples are effective for the given situation, or reasoning is cursory or illogical

Does not identify examples of overt communication that could be used in the negotiation, explaining reasoning for choices

12

Communication: Tacit Communication

Identifies situations where tacit communication is important to the negotiation and provides examples of how such communication might be used in upcoming meetings

Identifies situations where tacit communication might be used in the negotiation and provides examples of how to do so, but not all situations and examples identified are important to the negotiation, involve tacit communication, or are relevant for the given situation

Does not identify situations where tacit communication might be used and provide examples of how to do so

12

Communication: Benefits and Risks

Contrasts the benefits and risks of using overt and tacit communication methods with respect to the negotiation

Contrasts the benefits and risks of using overt and tacit communication methods, but contrast contains inaccuracies, or is not done with respect to the negotiation

Does not contrast the benefits and risks of using overt and tacit communication methods

12

Secondary Sources Incorporates the concepts and theory from course material; integrates at least three secondary resources throughout the body paragraphs to support ideas and claims

Incorporates some concepts and theory from course material; integrates some secondary resources throughout the body paragraphs to support ideas and claims but integration is cursory or secondary resources are inappropriate

No sources were used to write the paper and does not incorporate the concepts and theory from course material

10

Writing Mechanics Submission has no major errors related to citations, grammar, spelling, syntax, or organization

Submission has major errors related to citations, grammar, spelling, syntax, or organization that negatively impact readability and articulation of main ideas

Submission has critical errors related to citations, grammar, spelling, syntax, or organization that prevent understanding of ideas

6

Total 100%