International Negotiations, Prof Gutlove
Order ID |
53563633773 |
Type |
Essay |
Writer Level |
Masters |
Style |
APA |
Sources/References |
4 |
Perfect Number of Pages to Order |
5-10 Pages |
Description/Paper Instructions
Please answer the questions below noting maximum word count for each question.
1. (8 points) Conflict Mode Index Self-Analysis (refer to Class 1 reading and notes)
(Cut and paste your CMI report form to section 8.a. at the end of this paper.)
The Thomas Kilmann Conflict Mode Instrument (CMI) is a tool developed to measure an individual’s response to conflict situations. Your CMI profile of scores indicates the repertoire of approaches that you, as an individual, use in the range of conflict situations that you face. According to the CMI, different approaches to conflict relate to differing levels of assertion & desire for social acceptance.
Explain the following CMI Conflict Approach terms below. (100 words)
Accommodating
Competing
Avoiding
Compromising
Collaborating
Answer the following questions referring to your own CMI profile. (150 words)
What are the primary approaches to conflict uncovered in your own CMI profile scores, and what does this say, according to the CMI definitions, about your own approach to conflict?
Do you feel your CMI profile accurately reflects any patterns about the way you tend to handle conflict? Why or why not?
Does your response to conflict at work differ from your response to conflict at home? Why or why not?
2. (10 points) Negotiation Terminology. Refer to Class 2 readings, notes and exercises
Explain the meaning of the following negotiation terms. For each term, illustrate your answer with specific reference to the Parker Gibson negotiation role-play that we did in class 2. (Cut and paste your Satisfaction Questionnaire to Appendix 8.c of this paper.) (200 words)
BATNA
ZOPA
Anchoring
Reservation value
Aspiration value:
3. (24 points) Integrative Negotiation. Refer to Class 3 readings, notes and exercises to discuss the importance of uncovering interests versus negotiating over positions. Answer the questions below
3.a. Define and explain the Seven Elements of Integrative Negotiation. In explaining the element, discuss why it is important, and where (at the table, away from the table) and when (pre-, during, or post- negotiation) in the negotiation process it is most relevant (250 words)
Interests
Options
Alternatives
Legitimacy
Communication
Relationship
Commitment
3.b. Identify at least 3 elements that you think were most important in negotiating the Sally Soprano role-play, in particular in creating options and distributing value. Identify the elements and discuss how and why they were important. What is at least one lesson you learned from this role-play experience that you could use in your own negotiations to create value? (Cut and paste your Integrative Negotiation Worksheet to Appendix 8.d of this paper.) (250 words)
4. (24 points) Power and Negotiation Refer to Class 4 & 5 readings, notes and exercises.
4.a. Briefly (in one or two sentences) define the following 5 sources of negotiation power. Illustrate you answers using examples from either the Erin Brokovitch negotiation clip, from the readings, or from scenarios we discussed in class. (250 words)
Informational Power
Personal Power
Organizational Power
Relational Power
Contextual Power
4.b. Power in your own negotiation scenario (Cut and paste your Negotiation Analysis Worksheet (for a professional (including Hult) negotiation situation), to section 8.b. at the end of this paper.) Refer to this negotiation situation to answer the following questions (250 words maximum)
1. Discuss at least 3 sources of power that were/are available to each party to the negotiation. In your answer be certain to include discussion of the BATNA of each party, and the relative strength of these BATNA (i.e., who had the stronger BATNA
and why), in your answer.
2. Explain the difference between the negotiation dynamics of Power-over versus Power-with.
3. Did/do the parties have a power-over or a power-with stance in the negotiation? How and why or why not?
5. (24 points) Negotiating Across Cultures. Refer to Class 4 & 5 readings, notes and exercises
5.a. Briefly discuss each of the following cultural dynamics that affect cross-cultural negotiations. Use examples from class discussion, your own life experiences, or the news to illustrate your points. (250 words maximum)
Negotiation Goals (contract or relationship) and/or Form of Agreement (specific or general)
Attitude (win-win or win-lose)
Cultural style (formal or informal)
Time sensitivity (high or low)
Gender dynamics
5.b. Discuss whether and how cultural dynamics, including but not limited to those listed above, could affect your own negotiation situation as described in the Negotiation Analysis worksheet, which you pasted into section 8.b. at the end of this paper. (250 words)
6. (10 points) Identify at least one major lesson you will take away from this course that will help you negotiate your career effectively in the future. What is the lesson, how will you use it, and explain why it is a particularly important lesson specifically for you. (200 words)
7. Negotiation Plan to promote and advance the C40 call for a healthy, equitable and sustainable economic recovery to the COVID-19 pandemic
(10 points)
Discuss the Negotiation Plan you developed with your Team in class 6 to promote and advance the C40 call for a healthy, equitable and sustainable economic recovery to the COVID-19 pandemic. What could you as an individual do to take this plan forward? Include in your discussion:
How could you use your cultural knowledge to best advantage?
What are your sources of power and how can you leverage them?
How can you turn this crisis into an opportunity?
The situation represents a multi-layered, multi-table negotiation opportunity and could include, for example, your team, the class, the Hult Community, the Global Net Impact community of next-generation business leaders, and/or the C 40 Global Network
(200 words)
8. Appendices
8.a. CMI report form
Cut and paste your CMI report form here
Name: Souleymane Meite
Date (of completing the assessment): 06/08/2020
Please enter your Conflict Mode Index Self-Assessment scores into this form as instructed below.
Negotiation scenario #1 (Professional scenario):
Refer to your Conflict Mode Index Self-Assessment, page 4, Conflict Mode Index Scoring, Scenario #1. Write the total number of items circled for each category in the box above that category:
6 9 5 6 3
Competing Collaborating Compromising Avoiding Accommodating
Negotiation scenario #2 (personal scenario):
Refer to your Conflict Mode Index Self-Assessment, page 4, Conflict Mode Index Scoring, Scenario #1. Write the total number of items circled for each category in the box above that category:
8 7 6 6 3
Competing Collaborating Compromising Avoiding Accommodating
8.b. Negotiation Analysis Worksheet (pre-course assignment #1)
Cut and paste your Negotiation Analysis Worksheet here
Negotiation Analysis Worksheet #1A Professional Negotiation
Student Name: Souleymane Meite
Date: 06/10/2020
(Please use only the space provided below. Your completed worksheet should not exceed 1 page.)
1. Who are the primary (or direct) parties? (Noteyou should be one of the primary parties)
The primary parties in this negotiation are the employee and my employer, who is intending to extend a job offer. This includes a package presented to me that consists of the proposed salary.
2. Who are the secondary (indirect) parties?
The secondary parties in this negotiation are the companys financial team and the Employee union officials. The financial team is there to ensure that my request meets the standards of the company, and it does not exceed the revenue that I add to the company after the extension of the job offer. On the other hand, the employee union ensures that the company will address my issues and request. A union is a unit that works with the employees rights and works with the salaries commission to ensure that the company meets the rules of the commission and gives adequate working conditions with equal pay.
3. What is the context of the negotiation?
The negotiation takes place in an office setting, which is a conference room in the company. The atmosphere for the negotiation is good since the company just made profits in the recent financial year, and that is why it wishes to extend my contract. The Companys prosperity and performance was triggered and enhanced by my input in the marketing sector since I came up with relevant skills to market and sell the company internationally and to handle the tough competition in the market. The questions relevant for the negotiation include the type of skills and educational background that I have and how it has impacted the companys performance. Another essential question for the negotiation is the objectives that I have for the company and how I will improve my performance. The negotiation is in good terms since the employer, and the financial team feels that my performance has helped in the growth of the company, and they need my services. The employer team communicates well, and they are ready to listen to my suggestions. This is because of the good history we have together when it comes to growing the company and working as a team to ensure prosperity.
4. What are the core issues in the negotiation for each party?
The core issues in the negotiation are that the employer wants to extend my contract, and they have a package for me whereby they feel meets my standards and levels. However, I dont feel that the salary aligns with my educational background, skill set, career level, and strengths that I have to offer to the company. I choose to negotiate the salary amount, and I have to suggest another method of compensation, which includes stock options and equity.
5. What are the peripheral issues in the negotiation for each party?
Some peripheral issues to be addressed in the negotiation is that some employees in the financial sector have been given salary increments and vacation packages, yet the marketing department also plays essential roles in the performance of the company. I feel that we deserve equal pay.
6. Why does each party want what they want – what are each negotiator’s genuine interests?
The employer party wants to increase my salary by 10%, which they feel that it justifies the market average and the recent revenues the company had from the end of the financial year. On the other hand, I want the salary to be increased by 40% since it will relate with my educational background, skills, and strength that I add to the company. I also want the increase because I believe that I played an important role in the success of the company.
7. What important dynamics are impacting the negotiation?
The primary dynamic that impacts the negotiation is the fact that I am a foreigner, and my race is different. The company should focus on diversity and should not discriminate against me based on my race and the fact that I come from a minority group.
8. What are the parties’ respective alternatives to the negotiation?
The Best Alternative to a negotiated agreement (BATNA) for my case is that the company wishes to increase my salary by 30%, which will then increase to 50% in the next financial year, depending on my performance. This means that my work will be under evaluation, and my issues will be handled depending on how I perform and the impact I have on the company.
9. In this negotiation, do you feel it would be more effective to use primarily a distributive approach (zero-sum, win-lose), or an integrative approach (mutual gains, win-win), and why? (Note, these approaches are discussed in the readings.)
The best approach to be used in the negotiation is the INTEGRATIVE approach, which states that we have mutual gains win-win situation. This is because the company will gain from my performance and the impact that I have on the revenue sector and the companys market value. On the other hand, I will also gain motivation in my salary increment.
8.c. Satisfaction Questionnaire
Cut and paste your Satisfaction Questionnaire here
Parker Gibson Inventory/Satisfaction Questionnaire
Instructions
Please fill out Part I after you have read your confidential Instructions and formulated your strategy but before you sit down to Negotiate.
Complete Part 2 after you have finished your negotiation but before you have any follow-up discussion with your negotiation partner or anyone else in class.
Part 1 (pre-negotiation)
A. Your name: Souleymane Meite
B. Your role (circle on): Parker/seller or Gibson/buyer
C. Pleased fill in the settlement amount which would result in the following levels of satisfaction for you (note: marginally satisfactory must equal the bottom line youve been given in your Confidential Instructions):
MARGINALLY SATISFACTORY $________30000______________
SATISFACTORY $_________25000_____________
VERY SATISFACTORY $___________20000___________
OPTIMAL $_____________15000_________
D. Is there any amount that, though seemingly better for you than the OPTIMAL figure you just listed, you would reject as being unfair to the other side?
Circle One: YES NO
E. Now that you have completed the inventory, you may begin to negotiate. DO NOT show this sheet to your counterpart.
Part 2 (post-negotiation/pre-discussion)
A. Did you reach an agreement? (circle one): YES NO
B. If YES, for what amount? $__________26.500____________
C. How would you now describe the outcome? (Circle one):):
MARGINALLY SATISFACTORY
SATISFACTORY
VERY SATISFACTORY
OPTIMAL
D. Did your standards for satisfaction (circle one)?
GO UP
GO DOWN
STAY THE SAME
8.d. Integrative Negotiation Worksheet
Cut and paste your Negotiation Worksheet here
Negotiation Analysis Worksheet #2: A Personal Negotiation
Student Name: Souleymane Meite
Date: 06/10/2020
(Please use only the space provided below. Your completed worksheet should not exceed 1 page.)
1. Who are the primary (or direct) parties? (Noteyou should be one of the primary parties)
The primary parties in this negotiation are me and my parents (Father and Mother)
2. Who are the secondary (indirect) parties?
The secondary parties include my siblings (Sister, Brother) and my Uncle. My uncle is a guardian and has been supportive of my studies.
3. What is the context of the negotiation?
The negotiation takes place in our living room, whereby the atmosphere for the negotiation is good since I need a favor in paying my tuition fees, and my performance during my final examination was impressive. The question relevant in the negotiation is that I have been paying my tuition fees from my part-time jobs, but now Im approaching the final year, and I need more time in school. The negotiation is in good terms because my grades have been good in the recent examinations. They communicate well because of the relationship we have as a family.
4. What are the core issues in the negotiation for each party?
The core for the negotiation is that I have been paying my tuition fee alone in my first three years. This is by the help of my part-time job but now that Im approaching my final year, I will definitely need more time in school to concentrate fully hence it will be hard for me to raise the tuition fees from my parents.
5. What are the peripheral issues in the negotiation for each party?
The peripheral issues in this negotiation is that my siblings were able to go through college without having to pay the tuition fees by themselves. They all had help from our parents. I believe I should also be given the same opportunity.
6. Why does each party want what they want – what are each negotiator’s genuine interests?
The first party (parents) want me to complete my education as I work part-time so that I can pay the tuition fees and allow them handle the financial issues at home. The second party (me) wants to be helped in paying the fees so that I can concentrate more on the studies.
7. What important dynamics are impacting the negotiation?
The dynamic for the negotiation is that Im the last born in the family and they believe that I have the chance to make a difference in the home without depending on them. My parents believe that being the last born I should have learned from my siblings mistakes.
8. What are the parties’ respective alternatives to the negotiation?
The Best alternative to a negotiated agreement (BATNA) for the negotiation is that I can continue working for 2hrs a day so that Ill have enough time to concentrate on my studies. The family will pay half of my tuition fee as I raise the other half.
9. In this negotiation, do you feel it would be more effective to use primarily a distributive approach (zero-sum, win-lose), or an integrative approach (mutual gains, win-win), and why? (Note, these approaches are discussed in the readings.)
The best approach for the negotiation is INTERGRATIVE approach whereby its all about mutual gains. I will be able to handle my educational issues and concentrate on my studies and my parents will pay half of m
RUBRIC
QUALITY OF RESPONSE |
NO RESPONSE |
POOR / UNSATISFACTORY |
SATISFACTORY |
GOOD |
EXCELLENT |
Content (worth a maximum of 50% of the total points) |
Zero points: Student failed to submit the final paper. |
20 points out of 50: The essay illustrates poor understanding of the relevant material by failing to address or incorrectly addressing the relevant content; failing to identify or inaccurately explaining/defining key concepts/ideas; ignoring or incorrectly explaining key points/claims and the reasoning behind them; and/or incorrectly or inappropriately using terminology; and elements of the response are lacking. |
30 points out of 50: The essay illustrates a rudimentary understanding of the relevant material by mentioning but not full explaining the relevant content; identifying some of the key concepts/ideas though failing to fully or accurately explain many of them; using terminology, though sometimes inaccurately or inappropriately; and/or incorporating some key claims/points but failing to explain the reasoning behind them or doing so inaccurately. Elements of the required response may also be lacking. |
40 points out of 50: The essay illustrates solid understanding of the relevant material by correctly addressing most of the relevant content; identifying and explaining most of the key concepts/ideas; using correct terminology; explaining the reasoning behind most of the key points/claims; and/or where necessary or useful, substantiating some points with accurate examples. The answer is complete. |
50 points: The essay illustrates exemplary understanding of the relevant material by thoroughly and correctly addressing the relevant content; identifying and explaining all of the key concepts/ideas; using correct terminology explaining the reasoning behind key points/claims and substantiating, as necessary/useful, points with several accurate and illuminating examples. No aspects of the required answer are missing. |
Use of Sources (worth a maximum of 20% of the total points). |
Zero points: Student failed to include citations and/or references. Or the student failed to submit a final paper. |
5 out 20 points: Sources are seldom cited to support statements and/or format of citations are not recognizable as APA 6th Edition format. There are major errors in the formation of the references and citations. And/or there is a major reliance on highly questionable. The Student fails to provide an adequate synthesis of research collected for the paper. |
10 out 20 points: References to scholarly sources are occasionally given; many statements seem unsubstantiated. Frequent errors in APA 6th Edition format, leaving the reader confused about the source of the information. There are significant errors of the formation in the references and citations. And/or there is a significant use of highly questionable sources. |
15 out 20 points: Credible Scholarly sources are used effectively support claims and are, for the most part, clear and fairly represented. APA 6th Edition is used with only a few minor errors. There are minor errors in reference and/or citations. And/or there is some use of questionable sources. |
20 points: Credible scholarly sources are used to give compelling evidence to support claims and are clearly and fairly represented. APA 6th Edition format is used accurately and consistently. The student uses above the maximum required references in the development of the assignment. |
Grammar (worth maximum of 20% of total points) |
Zero points: Student failed to submit the final paper. |
5 points out of 20: The paper does not communicate ideas/points clearly due to inappropriate use of terminology and vague language; thoughts and sentences are disjointed or incomprehensible; organization lacking; and/or numerous grammatical, spelling/punctuation errors |
10 points out 20: The paper is often unclear and difficult to follow due to some inappropriate terminology and/or vague language; ideas may be fragmented, wandering and/or repetitive; poor organization; and/or some grammatical, spelling, punctuation errors |
15 points out of 20: The paper is mostly clear as a result of appropriate use of terminology and minimal vagueness; no tangents and no repetition; fairly good organization; almost perfect grammar, spelling, punctuation, and word usage. |
20 points: The paper is clear, concise, and a pleasure to read as a result of appropriate and precise use of terminology; total coherence of thoughts and presentation and logical organization; and the essay is error free. |
Structure of the Paper (worth 10% of total points) |
Zero points: Student failed to submit the final paper. |
3 points out of 10: Student needs to develop better formatting skills. The paper omits significant structural elements required for and APA 6th edition paper. Formatting of the paper has major flaws. The paper does not conform to APA 6th edition requirements whatsoever. |
5 points out of 10: Appearance of final paper demonstrates the student’s limited ability to format the paper. There are significant errors in formatting and/or the total omission of major components of an APA 6th edition paper. They can include the omission of the cover page, abstract, and page numbers. Additionally the page has major formatting issues with spacing or paragraph formation. Font size might not conform to size requirements. The student also significantly writes too large or too short of and paper |
7 points out of 10: Research paper presents an above-average use of formatting skills. The paper has slight errors within the paper. This can include small errors or omissions with the cover page, abstract, page number, and headers. There could be also slight formatting issues with the document spacing or the font Additionally the paper might slightly exceed or undershoot the specific number of required written pages for the assignment. |
10 points: Student provides a high-caliber, formatted paper. This includes an APA 6th edition cover page, abstract, page number, headers and is double spaced in 12’ Times Roman Font. Additionally, the paper conforms to the specific number of required written pages and neither goes over or under the specified length of the paper. |
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