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the assigned information to develop plans that you will use for your subsequent negotiations.

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Explanation of three (3) written negotiation plans (5%, 10% and 20%). You will analyse the assigned information to develop plans that you will use for your subsequent negotiations. These assessment items account, in total, for 35 per cent of total assessment. The three plans relate to the Used Car (5 per cent), Job Terms (10 per cent) and Newtown School Dispute (20 per cent) negotiations. If you miss a workshop where we hand out your role brief, we expect to contact your tutor to organise receipt of your role. You are NOT to "borrow" anyone else's role informati...

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Explanation of three (3) written negotiation plans (5%, 10% and 20%). You will analyse the assigned information to develop plans that you will use for your subsequent negotiations. These assessment items account, in total, for 35 per cent of total assessment. The three plans relate to the Used Car (5 per cent), Job Terms (10 per cent) and Newtown School Dispute (20 per cent) negotiations. If you miss a workshop where we hand out your role brief, we expect to contact your tutor to organise receipt of your role. You are NOT to "borrow" anyone else's role information. If you know you will not be able to attend a particular tutorial session, please advise your tutor in advance, as absences have an impact on the tutor's planning for each session. As well, absences count (negatively) towards participation marks. You must write and hand in to your tutor a negotiation plan document prior to doing each of these role-plays. That document must include two (2) distinct and separate sections: a) your ‘worksheet’ (the plan you will use); and b) your ‘explanation’ of your choices in the worksheet. There should be very little repetition of the worksheet in the explanation and very little explanation in the worksheet. You must also bring to that class a copy of your worksheet to use in that negotiation. For your worksheet, you may use point form or a table (or both) as they may help you think more clearly and quickly at the negotiation table. See Table above (4.2) for details regarding submission dates and word limits. To help you with your plans, we suggest you use Exercise 8 ‘Planning for Negotiations’ in Lewicki et al. (eds) (2010), Negotiation: Readings, pp. 495-47 [Exercise 7 in Lewicki et al. (eds) (2007), Negotiation: Readings, pp. 506-508] and Reading 1.4 ‘The Negotiation Checklist’, pp 34-47 [Reading 1.6 The Negotiation Checklist, pp. 74-87]. We will make available other examples of planning advice through ‘Moodle’ or in class. The worksheets The idea is that you should be able to actively use your worksheets (plans) while you are at the negotiation table. Your worksheet therefore must contain, at a minimum: • a very brief statement of your underlying interest (why am I here?), • your goal/s and objectives and • the target point/s and opening offers that flow from those goals and objectives. • your BATNA and your resistance point • a concession plan (how you plan to concede, offer by offer) • some notion of a frame and ‘framing statements’ • a few questions you will need to ask and answer. Your worksheet is not included in your word count for the overall Plan document. Nevertheless keep the worksheet as short, clear and punchy as possible. The explanations The word count refers to the explanation section where you present your thinking and rationale for what you have prepared in your worksheet. The word limits for these plans are generous and you must strictly adhere to them. Students will be penalised for going over the word limits for the assignments. The minimum reference count for Plans 2 and 3 include separate books (e.g. the course textbook), chapters of edited books (e.g. chapters in Lewicki et al, Readings etc) and academic journal articles. The minimum number of references must all come from this course outline. Further explanation for preparing the three plans will appear on the Course Moodle website, including a marking guide for each and explanation of presentation.

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Negotiation is said to be a dialogue or a conversation that is carried out among two or more people which reaches an understanding and resolves the issue, conflict or the problem that is leading to an argument on which negotiations are taking place. Negotiations take place not only in professional fronts but also at the personal fronts.

There are various types of negotiations:

  • Distributive Negotiations – This is also termed as hard bargaining or positional kind of negotiations. These negotiations are distributed between the two options either win or lose. For example we may take a distributive negotiations in terms of either buying of a house of not (Shell, 2001).

Integrative Negotiations – These are often called as principled or the interests- based negotiations. These kinds of negotiations are not believing in dividing or doing the distributions among the parties rather creation of the value for each in more amounts.

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