BCO313 NEGOTIATION FINAL EVALUATION Task briefs & rubrics

Task 1

Task 1 consists of critical thinking and analysis of the points covered in the course in the preparation of a document showing the areas taken into consideration in the preparation of the negotiation to be done for task 2.

 Individual written assignment, prepared using the Harvard in-text reference style.  Task 1. Students have to prepare their answers to the questions below as part of the preparation for the negotiation role assigned for the final

negotiation.  Task 2. An in-class negotiation in the final week based on the role assigned to each student. Evaluation will cover the application of the pre-negotiation

plan and the ability to adapt to information provided as well as consideration of non-verbal and oral cues / responses.

Task 1. Negotiation preparation questions:

1. Outline what your resistant points are in the different areas and what, on the facts given, you consider the ZOPA of the negotiation to be. 2. What steps / strategies to you plan to use to achieve your goal. Remember this is what you are expected to follow in the actual negotiation. 3. Taking Hofstede’s cultural dimensions into account outline the key cultural aspects you think you need to consider in this negotiation. What adjustments

can you make to deal with these cultural aspects? 4. What are the key challenges of cross-cultural negotiations?

Formalities:

 Wordcount: 1500  Cover page, Index, References and Appendix are excluded from the total word count.  Font: Arial 12 pts.  Text alignment: Justified (both sides).  The in-text citations and the References must be in Harvard citation style.

Submission: Preparation: Week 11 – Via Moodle (Turnitin) Monday, 12th December 2022, 23.59

Weight: Preparation 20%.

It assesses the following learning outcomes:

 Outcome 1: Showing understanding and awareness of Negotiation strategies and tactics.  Outcome 2: Analyzing and preparing for a role play Negotiation simulation.

Task 2:

Negotiation: Simulation of a negotiation The stimulation roles will be sent to the students along with the group allocation.

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

Total weight of final: 60% Key objective:

 Apply and adapt the pre-prepared strategy to the negotiation.  React to information provided.  Awareness of non-verbal communication.

NOTE: The Rubrics are attached below

Rubrics Task 1 Preparation Document for Negotiation

Exceptional 90-100 Good 80-89 Fair 70-79 Marginal fail 60-69 Knowledge &

Understanding (20%)

Student demonstrates excellent understanding of key concepts and uses vocabulary and key terminology in an entirely appropriate manner.

Student demonstrates good understanding of the task and mentions some relevant concepts and demonstrates use of the relevant vocabulary and terminology.

Student understands the task and provides minimum theory and/or some use of vocabulary.

Student understands the task and attempts to answer the question but does not mention key concepts or uses minimum amount of relevant vocabulary.

Application (30%) Student applies fully relevant knowledge from the topics delivered in class and additional sources.

Student applies mostly relevant knowledge from the topics delivered in class and additional sources.

Student applies some relevant knowledge from the topics delivered in class. Misunderstanding may be evident.

Student applies little relevant knowledge from the topics delivered in class. Misunderstands are evident.

Critical Thinking (30%)

Student critically assesses in excellent ways, drawing outstanding conclusions from relevant authors. Relevant theories or strategies.

Student critically assesses in good ways, drawing conclusions from relevant authors and references. Mentions theories or strategies.

Student provides some insights but stays on the surface of the topic. References may not be relevant, or theories used incorrectly

Student makes little or no critical thinking insights, does not quote appropriate authors, and does not provide valid sources.

Communication (20%)

Student communicates their ideas extremely clearly and concisely, respecting word count, grammar, spellcheck, and Harvard style.

Student communicates their ideas clearly and concisely, respecting word count, gramma, spellcheck, and Harvard style.

Student communicates their ideas with some clarity and concision. It may be slightly over or under the wordcount limit. Some misspelling errors may be evident.

Student communicates their ideas in a somewhat unclear and unconcise way. Does not reach or does exceed wordcount excessively and misspelling errors are evident.

Rubrics Task 2 Student Negotiation Evaluation

Marginal fail 60-69 Fair 70-79 Good 80-89 Exceptional 90-100 Define the Problem or Issue 20 points

Student is unable to identify, comprehend, and articulate the problem or issue that leads to the negotiations on the matter.

Student is reasonably able to identify, comprehend, and articulate the problem or issue that leads to negotiations on the matter.

Student has a clear understanding of the problem or issue and is able to effectively identify and articulate the problem or issue for negotiations on the matter

Student has a clear and unmistakable understanding of the issue and has a superior ability to articulate the problem or issue and can effectively explain and clarify the issue for others.

Identify Proposal Motivation 20 points

Student is unable to determine and/or comprehend the underlying needs or interests that lead to consideration and submission of a proposal.

Student is reasonably able to determine and/or comprehend the underlying needs or interests that lead to consideration and submission of a proposal.

Student can effectively determine and/or comprehend the underlying needs or interests that lead to consideration and submission of a proposal.

Student clearly, instinctively, and effectively determines and/or comprehends the underlying needs, or interests, that lead to consideration and submission of a proposal.

Build a working relationship 10 points

The student is unable to build working relationships with other parties.

The student demonstrates a reasonable ability to build working relationships with other parties.

The student demonstrates an effective ability to build working relationships with other parties

The student demonstrates a superior ability to build working relationships with other parties.

Utilization of Active Listening 20 points

The student appears unable to utilize active listening techniques in a negotiation

The student exhibits a reasonable understanding of active listening and occasionally utilizes it to his/her advantage

The student exhibits an effective understanding of active listening and sometimes utilizes it to his/her advantage

The student exhibits a clear understanding of active listening and utilizes it to his/her advantage

Problem Solving Strategies 20 points

Student demonstrates an inability to understand and identify problems and their possible solutions.

Student demonstrates a reasonable ability to understand and identify problems but has difficulty formulating solutions.

Student demonstrates an effective ability to understand and identify problems and is able to offer adequate solutions.

Student demonstrates an exceptional ability to understand and identify and explain leverage problems and to formulate solutions that lead to agreements.

Proposal Communication 10 points

Student demonstrates an inability to present, explain and justify bargaining proposals during simulation.

Student demonstrates a reasonable ability to present, explain and justify bargaining proposals during simulation.

Student demonstrates an effective ability to present, explain and justify bargaining proposals during simulation. Student is reasonably effective at answering follow-up questions.

Student demonstrates an exceptional ability to present, explain and justify bargaining proposals during simulation. Student is effective confident at answering follow-up questions.

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