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byrd75
project_negotiation.pdf
BU3110
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P ROJECT: THE SUCCES S FUL BUYOUT
Project Introduction:
The project requires you to assume that you are a negotiating party for acquiring a university. You will
answer questions related to the negotiation process, goals, the common grounds available to close the deal,
an assessment of your skills and the counterparts’ skills, your negotiation strategies and those of your
counterpart, the types of power and behavior exhibited during the discussions, and whether you sensed the
need to walk out of the deal.
The project in this course is a comprehensive course-level assessment about various aspects of negotiation.
The project consists of three parts: Project Part 1, Project Part 2, and Project Part 3. You are required to
submit Project Part 1, Project Part 2, and Project Part 3 by the end of Modules 3, 5, and 6, respectively.
In Project Part 1, you are required to answer questions about a first-level negotiation meeting to acquire a
university.
In Project Part 2, you are required to answer questions related to the final negotiation.
In Project Part 3, you will prepare a Lesson Learned Document for the Successful Buyout Project.
Course Learning Objectives Tested:
Utilize preparation to engage in meaningful negotiations.
Differentiate among negotiating strategies, styles, and tactics.
P ROJECT SUBM ISS ION P L AN
Project
Part Description/Requirements of Project Part Evaluation Criteria
Project
Part 1
Assessment Preparation Checklist:
To prepare for Project Part 1:
Review the assigned readings for Modules 1 through 3
This assessment will
be evaluated using
the Project Part 1
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from your textbook, Negotiation and Dispute
Resolution.
Go through the Module 3 lesson, which presents the
important points that you need to consider before
submitting Project Part 1.
Title: The Successful Buyout
You are a board member of Ace Global Institute, a university in
the United States. You are in the first level of negotiation to
acquire a university in India―a deal that will provide your
university with many more resources and course offerings, such
as more masters-level courses. This will enhance the institute’s
accreditation and status. Your initial meeting will lay the critical
groundwork for your final meeting. Answer the following
points:
1. Identify your process goals, which consist of the key
steps to proceed and interest in the negotiation
process.
2. Describe one tactic each for the following points that
you can use to make your negotiation successful:
a. Create a cultural comparison for India with
respect to business relationships and
interactions.
b. Demonstrate your knowledge of the cultural
differences between you and your
counterparts—the board members present in
the negotiation.
c. Research the education business and create a
profile of the business trends and action.
rubric.
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Part Description/Requirements of Project Part Evaluation Criteria
d. Deal with counterparts who are well versed
with the nuances of the education business.
e. Set the expectations of the counterparts for the
negotiable and nonnegotiable aspects.
3. Understand which aspects of the negotiation process
you find appealing. What are some of the inherent
flaws that you could see surfacing during the
negotiations to purchase the university?
4. Describe the skills you will bring to the table to ensure
that you are competent to know whether to continue
the negotiation after your initial meeting or to walk
away from the process.
5. Explain your perception of your and your counterparts’
negotiation goals and the complexities involved in this
deal.
Submission Requirements:
Submit your report in 1,000–2,500 words in a Microsoft Word
document, using the APA style. Please note that you will not be
penalized for crossing the word limit, especially if the additional
material enhances your project.
Due: Module 3
Grading Weight: 10%
Project
Part 2
Assessment Preparation Checklist:
To prepare for Project Part 2:
Review the assigned readings for Modules 4 through 5
from your textbook, Negotiation and Dispute
Resolution.
This assessment will
be evaluated using
the Project Part 2
rubric.
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Go through the Module 5 lesson, which presents
important points that you need to consider before
submitting Project Part 2.
Title: The Successful Buyout: Part 2
The first level of negotiation has happened and has concluded
with you submitting a proposal consisting the following key
points:
a) Terms of the contract: A 30-day clause of cancellation if
the counterparts change their mind or consider Ace’s
terms unacceptable
b) Takeover money: USD 2 million
You are now ready to enter the final negotiation to purchase
the university. Answer the following points:
1. Keeping in mind the process goals and your university’s
interests, what common ground can you and your
counterparts find to close the deal?
2. What is your strategy as the university’s
representative? What strategy do you think your
counterparts will use?
3. Identify at least six things that might serve as tools to
identify the type of power that exists between the two
parties.
4. What type of power and behavior did you demonstrate
throughout the first-level negotiation?
5. Confirm the status of your deal, based on what has
been accomplished, by way of a confirmation letter. In
the letter, include the complete agreement, ensuring
that you have full and correct understanding. Include
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the letter as the first page of your Project Part 2
submission. Here are the specifications for the letter:
300–500 words in a Word document; single line
spacing; standard business letter format.
6. What if your counterparts do not accept your proposal
and provide you with a counteroffer? Will you
renegotiate to make changes or will you walk away
from the deal? Provide reasons for your decision.
7. Support your analysis with researched approaches and
best practices.
Submission Requirements:
Submit your report in a minimum of 1,500–3,000 words in a
Word document, using the APA style. Please note that you will
not be penalized for crossing the word limit, especially if the
additional material enhances your project.
Due: Module 5
Grading Weight: 10%
Project
Part 3
Assessment Preparation Checklist:
To prepare for Project Part 3:
Review the assigned readings for Modules 1 through 6
from your textbook, Negotiation and Dispute
Resolution.
Go through the Module 6 lesson, which presents the
important points that you need to consider before
submitting Project Part 3.
Title: The Successful Buyout: Part 3: Lesson Learned and
Negotiation Tool Kit
This assessment will
be evaluated using
the Project Part 3
rubric.
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Part Description/Requirements of Project Part Evaluation Criteria
1) Prepare a Lessons Learned Document from the Successful
Buyout Project. Highlight the areas that you perceived
went well. Analyze your ability and skill in the negotiation
process. What do you believe would be the most difficult
part of getting the negotiation to be successful?
2) Create a guide to be used in the future, outlining the steps
to negotiation and the various approaches. Prepare a flow
chart diagram and step-by step guide to be used when
training others in negotiations.
Submission Requirements:
Submit your document in a minimum of 1,000–2,000 words in a
Word document, using the APA style. Please note that you will
not be penalized for crossing the word limit, especially if the
additional material enhances your project.
Due: Module 6
Grading Weight: 10%
