UNIT 5
Mastery Negotiation 2 – (Page 522 plus Supplemental Documents from Instructor)
GTechnica – AccelMedia
There are two components to this mastery assignment: (1) a team exercise completed by you and your assigned negotiation partner, and (2) a written analysis of the exercise to be completed by each learner.
Time Required: Allow 30‐45 minutes for the negotiation itself if students are already prepared. Preparation for the negotiation should take 20‐30 minutes. Time following the negotiation for discussion and debriefing can vary from 30‐75 minutes, depending on the depth with which one wishes to analyze the simulation.
Unit 5 Exercise (Team): You will be placed in pairs and given either the role of a seller or of a buyer. To conduct the negotiation, you may use email, Skype/FaceTime, Google Hangout, other similar chat technologies, Phone, or ask the instructor to set up a group in Blackboard. After reading the negotiation exercise and required readings for the negotiation, be prepared to complete an individual analysis explaining how the negotiation went.
Unit 5 Analysis (Individual Assignment): Prepare an analysis of your negotiation exercise after you have completed it, incorporating a minimum of five citations from course reading. Write this analysis from the perspective of what has been learned from the readings and how you applied these principles to the negotiation. Note: Each learner must prepare their own analysis paper; do not collaborate with team members on the paper.
Be sure to follow the guidelines outlined in the grading rubric. The objectives for this assignment are as follows:
1. Describe the negotiation: what took place? How did the offers and counters go back and forth? How was the negotiation exercise finally resolved?
2. Who do you think "won" the negotiation? Why?
3. How did the reading materials apply to the negotiation that you and your partner and/or opponent undertook, the strategies you and your opponent employed, and your respective degrees of success? Be sure to explain your conclusions thoroughly with support from the course readings.
4. How you would do things differently in the future? Why? Be sure to explain your conclusions thoroughly with support from the course readings.