Product Description PPA 605 Negotiation Bargaining & Conflict Management 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 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 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 Assume the role of one of the five parties in the case as you form your answers.  Respond to at least two of your classmates’ postings.

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 Answer the following questions and apply the Five Negotiation Skills to an actual negotiation case.  Respond to at least two of your classmates’ postings.

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 Discuss two the following statements then respond to at least two of your classmates’ postings.  Try to respond to students who picked different statements.

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. 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 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. 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 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. 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.
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. 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.

 

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.