BA303 Business Negotiations Full Course
BA303 Business Negotiations Full Course
BA303 Week 1 “Negotiation in Our Lives”
Highlander
The following is a classic distributive bargaining scenario, wherein each party is attempting to maximize their gains at the expense of the other. In this situation, Michelle is interested in purchasing a Toyota Highlander. Michelle has two dealerships to choose from (Toyota of Louisville and Green Tree Toyota). Although she has no desire to travel a long distance, there are dealerships in Cincinnati, Ohio and Indianapolis, Indiana that she could represent as alternatives as well. Michelle decides to visit Toyota of Louisville first and finds the vehicle she wants – a 2013 Toyota Highlander.
The Manufacturer’s Suggested Retail Price (MSRP) for the vehicle is $29,865, while the factory invoice (the price paid by the dealership for the car) is $27,929. While Michelle only knows the MSRP for the vehicle, the dealer knows both the MSRP and the factory invoice price. Michelle has a trade-in, but she is unsure of whether or not to let the dealer know this, as she is unsure of what impact this will have on the dealer’s initial offering price.
1. What should Michelle’s negotiation strategy be (e.g., how much information should she share concerning where she is in the buying process, that there is a vehicle trade-in, that she is looking at other dealerships as well, that she knows the MSRP, whether and how much deception is ethical/allowable, etc.)
2. What do you expect the behavior of the salespeople to be when Michelle visits the Toyota dealership?
3. Develop a negotiation plan, including the characteristics of the opening offer, reservation price, tactics, tradeoffs, they should make, how to react if the seller bring up issues before you are ready to discuss them (such as whether you have a trade in vehicle). Do you have a Plan B if your original plan becomes untenable?
The requirements below must be met for your paper to be accepted and graded:
· Write between 750 – 1,250 words (approximately 3 – 5 pages) using Microsoft Word in APA style, see example below.
· Use font size 12 and 1” margins.
· Include cover page and reference page.
· At least 80% of your paper must be original content/writing.
· No more than 20% of your content/information may come from references.
· Use at least three references from outside the course material, one reference must be from EBSCOhost. Text book, lectures, and other materials in the course may be used, but are not counted toward the three reference requirement.
· Cite all reference material (data, dates, graphs, quotes, paraphrased words, values, etc.) in the paper and list on a reference page in APA style.
References must come from sources such as, scholarly journals found in EBSCOhost, CNN, online newspapers such as, The Wall Street Journal, government websites, etc. Sources such as, Wikis, Yahoo Answers, eHow, blogs, etc. are not acceptable for academic writing.
(Case study adapted from Luthy, M. R., Ryan, M. H., Desselle, B. R., & Byrd, J. T. (2007). Developing a strategic negotiation plan: Toyota Highlander. Journal of the International Academy for Case Studies, 13(4), 51-59.)
BA303 Week 2 “Integrative Negotiation”
Michael Bloomberg vs. New York Teachers’ Union
In 2010, New York State passed a law that required its school districts to develop more stringent teacher-evaluation systems. Local school districts and their unions were assigned a task for specifying certain criteria of their new systems by January 17, 2013. New York City was going to receive benefits of $250 million in aid and another $200 million in grants if the agreement was reached on a new system, a 4% increase in state aid. However, as the January 17th deadline approached, Bloomberg and New York Teachers’ Union were not even close to reaching an agreement.
· As a top negotiator, you were asked to design a strategy using a win-win situation for both parties.
· Identify the four steps of Integrative Negotiation Process, and conduct analysis of how these four steps might help you in designing your negotiation strategy.
The requirements below must be met for your paper to be accepted and graded:
· Write between 750 – 1,250 words (approximately 3 – 5 pages) using Microsoft Word in APA style, see example below.
· Use font size 12 and 1” margins.
· Include cover page and reference page.
· At least 80% of your paper must be original content/writing.
· No more than 20% of your content/information may come from references.
· Use at least three references from outside the course material, one reference must be from EBSCOhost. Text book, lectures, and other materials in the course may be used, but are not counted toward the three reference requirement.
· Cite all reference material (data, dates, graphs, quotes, paraphrased words, values, etc.) in the paper and list on a reference page in APA style.
References must come from sources such as, scholarly journals found in EBSCOhost, CNN, online newspapers such as, The Wall Street Journal, government websites, etc. Sources such as, Wikis, Yahoo Answers, eHow, blogs, etc. are not acceptable for academic writing.
BA303 Week 3 “Planning, Planning and Again, Planning”
The Bargaining Mix
Consider the following scenario and answer the questions (taken from Table 4.2) below.
You are a manager of a large retail outlet and have been employed with the organization for four years. The retail outlet employs approximately one hundred employees and has a number of management roles (Several Assistant Managers, several Managers, two Senior Manager, and a Director). For the last two years, you have been an Assistant Manager and have received what would be considered fair compensation for your role.
Over the last year, you have been asked to take on many of the responsibilities of a Manager, as one of the Senior Managers left the company and your Manager has essentially taken on that role. Your additional duties have caused you some stress and you would like to ask for either a promotion to a management position or, at minimum, additional compensation. You’ve previously expressed your frustrations to your Manager, but have been told that the company simply doesn’t have the ability to make any changes at this time. You have decided to approach your Manager again and ask for a meeting with the management team to discuss your future with the company.
Although you would prefer to take the promotion along with an accompanying pay raise, you are willing to accept a modest pay raise. If neither is agreed to, you have decided to begin looking for work at another organization. A friend of yours has let you know that she would be interested in talking with you about the possibility of taking a management position with her organization. Because of your time with your current company, you would prefer to stay there if possible. As you are a very shrewd negotiator, you have decided to use the Negotiation Planning Guide (Table 4.2) on Page 98 of your text.
Additional information that is useful in answering this question: 1. Your current salary is $44,000 per year. 2. The average salary for a Manager is $54,000 per year and also includes an additional week of Paid Time Off.
Answer the following questions:
1. What are the issues in the upcoming negotiation?
2. Based on a review of all the issues, what is the “bargaining mix”? (Which issues do you need to cover? Which issues are connected to the other issues?)
3. What are your interests?
4. What is your resistance point – what is your walkaway?
5. What is your alternative?
6. Define your targets and asking price – where will you start and what are your goals?
7. Who are your constituents and what do they want you to do?
8. Who are the opposing negotiators and what do they want?
9. What overall strategy do you want to select?
10. What protocol needs to be followed in conducting the negotiation?
The requirements below must be met for your paper to be accepted and graded:
· Write between 750 – 1,250 words (approximately 3 – 5 pages) using Microsoft Word in APA style, see example below.
· Use font size 12 and 1” margins.
· Include cover page and reference page.
· At least 80% of your paper must be original content/writing.
· No more than 20% of your content/information may come from references.
· Use at least three references from outside the course material, one reference must be from EBSCOhost. Text book, lectures, and other materials in the course may be used, but are not counted toward the three reference requirement.
· Cite all reference material (data, dates, graphs, quotes, paraphrased words, values, etc.) in the paper and list on a reference page in APA style.
References must come from sources such as, scholarly journals found in EBSCOhost, CNN, online newspapers such as, The Wall Street Journal, government websites, etc. Sources such as, Wikis, Yahoo Answers, eHow, blogs, etc. are not acceptable for academic writing.
BA303 Week 4 “Right and Wrong”
Trying to Sell Your Audio System
You are trying to sell your audio system (an amplifier and speakers) to raise money for an upcoming trip to overseas. The system works great, and audiophile friend tell you that if he were in the market for this kind of equipment (which he isn’t), he’d give you $500 for it. A few days later the first potential buyer comes to see the system. The buyer looks it over and asks a few questions about it. You assure the buyer that the system works well. When asked how much, you tell the buyer that you have already had an offer for $500. The buyer purchases the system for $550.
· Justify and explain your decision to lie about having the second offer, and what were the consequences of your decision to lie to the buyer.
The requirements below must be met for your paper to be accepted and graded:
· Write between 750 – 1,250 words (approximately 3 – 5 pages) using Microsoft Word in APA style, see example below.
· Use font size 12 and 1” margins.
· Include cover page and reference page.
· At least 80% of your paper must be original content/writing.
· No more than 20% of your content/information may come from references.
· Use at least three references from outside the course material, one reference must be from EBSCOhost. Text book, lectures, and other materials in the course may be used, but are not counted toward the three reference requirement.
· Cite all reference material (data, dates, graphs, quotes, paraphrased words, values, etc.) in the paper and list on a reference page in APA style.
References must come from sources such as, scholarly journals found in EBSCOhost, CNN, online newspapers such as, The Wall Street Journal, government websites, etc. Sources such as, Wikis, Yahoo Answers, eHow, blogs, etc. are not acceptable for academic writing.
BA303 Week 5 “Perceptions, Cognitions and Emotions”
Emotion in Negotiation
Conduct a light research on the role of emotion in negotiation process, and the effect it has on the outcome of the negotiation. In your essay, try to answer the following the questions:
1. Does emotion delay the negotiation process, or prevents parties from reaching an agreement? Why or why not?
2. As a negotiator, what are the benefits of emotion in negotiation?
3. Evaluate some of the strategies for dealing with emotion in negotiation.
The requirements below must be met for your paper to be accepted and graded:
· Write between 750 – 1,250 words (approximately 3 – 5 pages) using Microsoft Word in APA style, see example below.
· Use font size 12 and 1” margins.
· Include cover page and reference page.
· At least 80% of your paper must be original content/writing.
· No more than 20% of your content/information may come from references.
· Use at least three references from outside the course material, one reference must be from EBSCOhost. Text book, lectures, and other materials in the course may be used, but are not counted toward the three reference requirement.
· Cite all reference material (data, dates, graphs, quotes, paraphrased words, values, etc.) in the paper and list on a reference page in APA style.
References must come from sources such as, scholarly journals found in EBSCOhost, CNN, online newspapers such as, The Wall Street Journal, government websites, etc. Sources such as, Wikis, Yahoo Answers, eHow, blogs, etc. are not acceptable for academic writing.
BA303 Week 6 “Power”
Relationships and Power in Negotiation
Consider a situation where you are negotiating with your boss for a higher salary. Discuss the role of relationship and power in the negotiation process. If your Boss has more power in the negotiation process for a higher salary, how would you counterbalance him or her? Do you think reputation, trust, or justice will play a role in the negotiation process with your boss? Why or why not?
The requirements below must be met for your paper to be accepted and graded:
· Write between 750 – 1,250 words (approximately 3 – 5 pages) using Microsoft Word in APA style, see example below.
· Use font size 12 and 1” margins.
· Include cover page and reference page.
· At least 80% of your paper must be original content/writing.
· No more than 20% of your content/information may come from references.
· Use at least three references from outside the course material, one reference must be from EBSCOhost. Text book, lectures, and other materials in the course may be used, but are not counted toward the three reference requirement.
· Cite all reference material (data, dates, graphs, quotes, paraphrased words, values, etc.) in the paper and list on a reference page in APA style.
References must come from sources such as, scholarly journals found in EBSCOhost, CNN, online newspapers such as, The Wall Street Journal, government websites, etc. Sources such as, Wikis, Yahoo Answers, eHow, blogs, etc. are not acceptable for academic writing.
BA303 Week 7 “International and Cross-Cultural Negotiation”
Oranges Between the USA and Japan
The USA and Japan were in negotiations for a period of ten years, (1977 – 1988) over oranges. The Americans had certain goals that they wanted to accomplish in these negotiations. These goals included; exporting of American oranges in the Japanese market, demand that Japan liberalizes its market, and to eliminate the trade barriers in Japan. The Japanese also had their own goals that they wanted to accomplish in the negotiation process. These included; maintaining its positive image outside Japan, avoiding intervention from GATT (General Agreement on Trade and Tariffs), and to avoid sanctions from abroad.
Initially, the Japanese refused to negotiate right away, and started negotiating only when Americans threatened them that they would take the issue to GATT panel.Using Hofstede’s Model of Cultural Dimensions from our textbook, compare and contrast the cultural differences that might influence both parties.
· Based on the cultural differences, develop a culturally responsive negotiation strategy for American negotiators to deal with Japanese negotiators.
The requirements below must be met for your paper to be accepted and graded:
· Write between 750 – 1,250 words (approximately 3 – 5 pages) using Microsoft Word in APA style, see example below.
· Use font size 12 and 1” margins.
· Include cover page and reference page.
· At least 80% of your paper must be original content/writing.
· No more than 20% of your content/information may come from references.
· Use at least three references from outside the course material, one reference must be from EBSCOhost. Text book, lectures, and other materials in the course may be used, but are not counted toward the three reference requirement.
· Cite all reference material (data, dates, graphs, quotes, paraphrased words, values, etc.) in the paper and list on a reference page in APA style.
References must come from sources such as, scholarly journals found in EBSCOhost, CNN, online newspapers such as, The Wall Street Journal, government websites, etc. Sources such as, Wikis, Yahoo Answers, eHow, blogs, etc. are not acceptable for academic writing.
BA303 Week 8 “Best Practices”
Final Exam
The following exam is a final comprehensive exam, which consists of five essay questions. This exam is designed to test your critical and analytical skills, and your overall understanding of the negotiation process.
APA formatting is NOT required.
1. Compare and contrast the distributive bargaining and integrative negotiation situation. Identify the strengths and weaknesses of each method, and how they affect the negotiation process. (A minimum of 300 words is required for this essay).
2. Identify and explain the kinds of tactics in negotiation that might be considered as ethically questionable. Why do negotiators use these tactics? What are the motives and consequences of using such tactics? (Be as detailed as possible. A minimum of 300 words is required for this essay).
3. Discuss the role of mood and emotion in negotiation process, and examine the effects of positive and negative emotions in negotiation. (Be specific, and provide a minimum of 300 words this essay).
4. Analyze the influence of culture on negotiation from the research perspectives. What are the effects of culture on negotiation outcomes, on the process and information flow, and the effects of culture on negotiator ethics and tactics? (Be specific, and provide a minimum of 300 words).
5. Evaluate why power is important to negotiators, and how to best deal with negotiators who have more power. (Be detailed, and provide a minimum of 300 words).