PPA
605 Negotiation Bargaining And Conflict Management Complete Course
Elements of Negotiation and Bargaining Skills
Discuss the following statements then respond to at least two of your fellow students’ posts.
- Discuss
the Five Elements of Negotiations and provide at least one example of how
each are used in the negotiation process.
- Identify
the Five Negotiation Skills needed in order to perform successful
negotiations.
- Define
Rational Choice theory and discuss how it relates to the negotiation
process.
- Discuss
how the Dual-Concern Model and Big Five Personality Dimensions facilitate
recognizing bargaining styles and how such styles impact behaviors and
strategies in a negotiation.
The Negotiation Process: Four Stages
Discuss the following statements then respond to at least two of your classmates’ postings.
- Define the
Four Stages of the Negotiation Process and discuss what changes have taken
place in the negotiation tactics since the 1950s.
- Explain
why the Best Alternative to a Negotiated Agreement (BATNA) is important in
preparing the negotiation.
- Discuss
the difference between tangible and intangible priorities and why ground
rules are important when both parties are amenable to negotiate.
- Discuss
whether the Good Guy / Bad Guy Routine is useful in negotiations; whether
impasses are fatal to negotiations; and if arbitration is a sign that
negotiations have failed.
Distributive Bargaining
Discuss two of the following statements then respond to at least two of your classmates’ postings.
- Define and
explain the purpose of the Five Distributive Bargaining Negotiation
Skills.
- Discuss
the “Zone of Possible Agreement” (ZOPA) and why some experienced
negotiators consider it critically important to make the opening offer.
- Define the
following terms: relational information, substantive information,
equality norm, and equity norm and explain how they relate to the
distributive bargaining process.
Integrative Bargaining
Discuss two of the following statements then respond to at least two of your classmates’ postings. Try to respond to students who pick different statements.
- Discuss
the differences between integrative and distributive bargaining and the
conditions in which either or both are used in the negotiation process.
- Describe
Thompson’s Pyramid Model and its relationship to parties in bargaining
situations, and why it is useful to the integrative bargaining process.
- Discuss
the advantages and disadvantages of the Categorization and Interest-Based
Bargaining (IBB) Methods and which method you would be more likely to use
in a negotiating situation and why.
- Discuss
the purpose that Full, Open-Throttle Negotiations (FOTN) serves in
bargaining; why recognition of establishing value for the long-term
relationship is a positive approach to beginning the negotiations process;
and asking circular questions and packaging issues are helpful in the
negotiations.
- Explain
why Mary Parker Follet’s example of two sisters cutting an orange in half
is a classic model of poor integrative negotiations.
Gaining Leverage in Negotiations
Discuss two of the following statements then respond to at least two of your classmates’ postings. Try to respond to students who pick different statements.
- Define
the terms power and leverage and what is the most essential source of
bargaining strategy in any negotiation process.
- Define
French and Raven’s Five Sources of Power (1956) and provide an example of
how each is effectively used in a negotiating situation.
- Discuss
why it is useful to convince others of the strength of your BATNA and how
shakers and auditors can negotiate effectively.
- Explain
how the lack of ethos can derail negotiations; why humor is considered a
value in persuasive negotiations; and facial expressions considered
relevant to effective negotiations.
Strategies and Tactics
Discuss one of the following statements then respond to at least two of your classmates’ who chose the other statement.
- Discuss
the Five Negotiation Strategies for Various Situations.
- Think
about a situation in your life or work in which you need to choose a
negotiation strategy. First answer the questions below regarding the
“key elements” of the situation, i.e., time, information, and power, and
then answer the strategy questions which can help you select a preferred
overall strategy to use as you start negotiating.
- Is
there a deadline that will affect the timing of your bargaining?
- What
is your BATNA and demonstrate how it is calculated? What is your
best estimate of the other party’s BATNA? Is your BATNA your
starting or walk-away point?
- What
other information do you need to collect before you start the
negotiation?
- Is
the power between the two sides balanced or who appears to initially have
the advantage?
- If
several economic issues are involved, could you develop a MESO or
Economic Matrix of alternatives to offer to the other side?
- Will
negotiations primarily focus on one number, such as price, and thus,
should you consider a strategy of “Increments of Concession?”
Impasse and Alternative Dispute Resolutions (ADR):
Discuss two of the following statements then respond to at least two of your classmates’ postings. Try to respond to students who picked different statements.
- Define
what is meant by the term, Alternative Dispute Resolution (ADR) and
discuss the differences, advantages and disadvantages between arbitration
and mediation.
- Discuss
the following statutes that govern the arbitration of disputes:
Taft-Hartley Act 1947; Railway Labor Act (RLA) 1926; and the Federal
Arbitration Act (FAA) 1925.
- Outline
the procedures in arbitration and mediations. Also describe the
roles of the arbitrator and the mediator in the negotiation and bargaining
process.
- Describe
the roles and functions of the American Arbitration Association (AAA) and
the Federal Mediation and Conciliation Service (FMCS) and the procedures
involved when parties have reached an impasse and are in need of an
alternative dispute resolution (ADR).
Ethics, Fairness, and Trust in Negotiations:
|
- Discuss
how skills in ethics, fairness, and trust can be a part of the negotiation
process even though some negotiation tactics challenge those values.
- Identify
the Five Bases for Trust and explain why they are important in the
negotiation process.
- Describe
Kant’s Ethics of Principle and Mill’s Ethics of Consequences philosophies
and discuss which theory you would be more incline to use in a negotiating
situation.
- Discuss
the Functionalist Model, Mutual Trust Principle, and the test for meeting
procedural fairness of a negotiation.
Chapter Case: To Agree or Not to Agree – That is the
Question.
|
- What
reasons do you have for remaining with the negotiations at this point?
- Describe
three tactics you can use after agreement is reached and your bargaining
partner asks for one more thing.
- Detail
the parts, i.e., elements of an agreement template and explain why it
helped you in this negotiation.
- Identify
an ideological issue in this negotiation and explain why it is more
difficult than financial negotiations to resolve.
Keeping a Client:
|
- How would
an agreement template facilitate closing this deal?
- How can
you react to the particular demand for limiting your time at the site,
which is totally unacceptable, but not risk losing the deal?
- What
technique can you sue to move Ms. White past her apparent problems with
your engagement?
- How can
you avoid the psychological trap of agreeing to an arrangement guaranteed
to just to keep this client?
- What
techniques can you use during this impromptu negotiation to build a
relationship with Ms. White?
Closing the Deal:
|
- Describe
the Five Negotiation Skills in Closing the Deal and indicate how you
would, or have used them in an actual bargaining and negotiation situation
specifying the issues, actors, and outcomes.
- Explain
the purpose of an agreement template and why a written agreement best
serves to generate commitment to the agreement.
- Discuss
why silence can be an effective response to a request for a last-minute
concession and when the nickel-and-diming approach can be utilized most
effectively.
- Discuss
the emotional issues that may cause stalemates; sources of conflict spirals;
psychological entrapments; difficulties in managing ideologically-based
conflicts; and why sequential decision-making processes are helpful in
resolving decision-making conflicts.
Settling a Lawsuit:
Review the Learning Exercise: Settling a Lawsuit in Chapter 8, page 218 of your text. Discuss two of the following statements then respond to at least two of your classmates’ postings. Try to respond to students who picked different statements.
- Discuss
the ethical values you would use in this negotiation and the criteria you
would use to make decisions.
- Discuss
how you would determine whether the negotiation is conducted with
substantive fairness.
- Identify
what concealment behaviors would be ethical and unethical in this
negotiation.
- Describe
the manner in which you would determine if you are using fair procedures
and creating trust in this negotiation case.
The Influences of Culture and Gender on Negotiations:
Discuss two of the following statement. Assume the role of one of the five parties in the GLOBE Project Study case as you form your answers. Respond to at least two of your classmates’ postings.
- Select
two of the dimensions of culture, identified by either Hofstede or the
GLOBE Project Study, and discuss how best to negotiate a deal favorable to
an organization’s relationship in an Eastern European and an Asian
country.
- Select
two clusters from the GLOBE Project Study groups and describe how the
history and traditions of those countries’ clusters are reflected in their
cultural dimensions. Indicate how this information can help you in
the negotiation process.
- Explain
why in Cross-Cultural Negotiations, the heuristic of availability is a
culturally significant bias in a negotiation to sell a computer in a
highly feminine society.
- Discuss
the differences between promotion focus, prevention focus and shadow
negotiation, and which type is a negotiator from a collectivist society
more likely to have, and why?
PPA 605 Complete Course Assignment:
PPA 605 Week 1 Assignment House for Rent:
You have been relocated by your employer to a new city for an assignment that will probably last for two years. You do not want to sell your home – a four-bedroom, two-bath Tudor – so you decide to rent it. A friend of yours in real estate has a potential lessee for you to meet. He is a 30-something single doctor beginning a two-year residency in the local hospital. You have some concerns about a single guy living in your house and taking care of it the way you would, but you agree to meet with him and possibly negotiate a lease. You must address the following:
- Describe
the interested parties and their prospective goals in this negotiation.
- Analyze
the parties’ dependencies and motivations and propose four options in this
negotiation so that all parties’ goals are met.
- Discusses
a bargaining behavior of a skilled negotiator that would be most
advantageous to you in this negotiation.
- Explains
why collaboration is the only bargaining style applicable to this
negotiation, and identify the collaborative goals.
- Identify
if any of the participants entered the negotiations with a cognitive bias.
Discuss the implications.Your paper should be four- to- five- pages in
length (not including title and reference pages). Format your paper
according to APA style as outlined in the Ashford Writing Center, and
utilize three to four scholarly sources in addition to the textbook. Be
sure to cite your sources within the body of your paper and on the reference
page.
PPA 605 Week 2 Assignment:
Buying a House:
Imagine you are a public administrator who has just been promoted to a higher position but must relocate to another city and purchase a different home. Using the five distributing bargaining skills, present the steps and various aspects you would consider implementing in buying a house. Be sure to address the following:
- Analyze
the bargaining situation and whether or not it is distributive. If so,
determine the reservation price.
- Present
the initial offer you would make and apply bracketing to achieve your
target price of $310,000.
- Indicate
and frame the norms you would utilize in presenting your initial offer.
PPA 605 Week 3 Assignment:
Leveraging Power from BATNA:
Review the Learning Exercise: Unhappy Co-Owners and address the following:
- Assuming
your Best Alternative to a Negotiating Agreement (BATNA) is letting a
court sell the property, discuss how it may help you reach an agreement.
Recommend other strategies that you could use to accomplish a successful
negotiation.
- Discuss
your power sources and your co-owner’s power sources in this negotiation,
and analyze how you can strengthen your power position.
- Propose
a logical and an emotional argument to persuade your co-owner to agree to
a deal.
- Describe
a nonverbal communication technique that you will use to persuade your
co-owner that your proposal is a win-win proposition.
- Describe
a threat you can make that would force your co-owner to make concessions.
PPA 605 Week 4 Assignment:
The Common Driveway Case:
After reading Chapter 7 in the text, address the following in a four- to five-page paper that is formatted according to APA style:
- Explain
whether the dispute is at an impasse or not and if any party is
experiencing any settlement pressures.
- Discuss
the use of arbitration or mediation if the negotiation between the Wilsons
and Greens reaches an impasse. Should they consider arbitration or
mediation to resolve their differences? Why or why not?
- Analyze
other hybrid forms of alternative dispute resolution (ADR) that are
available and should be considered if negotiations fail to produce a
settlement.
The book is negotiating essentials by carrel m. R & heavrin c I don’t have the book and can you # the pages
PPA 605 Week 5 Assignment:
Withholding Information Case:
Read the Withholding Information Case on pages 193-194 and address the following:
- Identify
ethical systems that may guide the parties to a negotiation.
- Examine
the substantive fairness of the negotiation.
- Examine
the procedural fairness of the negotiation.
- Differentiate
between concealment behaviors in negotiations that are ethical and those
that are unethical among the parties in the negotiation.
- Evaluate
how the parties can learn to create trust in a one-shot negotiation and in
a long-term negotiation relationship.
Carefully review the Grading Rubric for the criteria that will be used to evaluate your assignment.
PPA 605 Final paper (Bargaining and negotiation situation):
Consider a real life bargaining and negotiation situation that involves two parties and the multiple issues to be negotiated that has already occurred, currently in progress, or will occur in the near future in your personal life or at work. Be sure to address the following:
- Describe
the situation and negotiation environment.
- Identify
the parties (e.g., yourself, the persons on your side, and/or the opposing
parties) including the bargaining positions.
- Present
the type of third party intervention and procedures if required, (e.g.,
arbitration or mediation).
- Explain
how the Best Alternative to a Negotiated Agreement (BATNA) is derived.
- Evaluate
the theoretical models, methods, sources of power, and analytical
procedures required to be utilized in the negotiation process.
- Examine
the mechanics of the procedures in terms of framing, packaging, use of
questions, and types of proposals.
- Assess
the strategies utilized and the results achieved and/or anticipated in the
settlement.
Writing the Final Paper:
The Paper:-
- Must be
10 double-spaced pages in length and formatted according to APA style as
outlined in the approved APA style guide. Title, reference, and any
exhibits or appendices are not counted in the paper length.
- Must
include a cover page that includes:
- Name
of paper
- Student’s
name
- Course
name and number
- Instructor’s
name
- Date
submitted
- Must
include an introductory paragraph with a succinct thesis statement.
- Must
address the topic of the paper with critical thought.
- Must end
with a conclusion paragraph that reaffirms your thesis.
- Must use
at least five scholarly sources, including a minimum of two from the
Ashford University Library.
- Must
document all sources in APA style, as outlined in the Ashford Writing
Center.
- Must
include a separate reference page, formatted according to APA style as
outlined in the Ashford Writing Center.
- Must be
written in the third person.
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