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MBA506 Thinking Styles and Conflict Management: Negotiation Role Play Assessment 2 Answer

Assessment 2 Information

Subject Code:MBA506
Subject Name:Thinking Styles, Negotiation and Conflict Management
Assessment Title:Negotiation Role Play & Summary
Assessment Type:Negotiation & Report
Word Count:1,700 words (+/-10%)
Weighting:30 %

Your Task

You will engage in a negotiation for the sale and purchase of a commercial asset such as a business or a piece of real estate.

Assessment Description

You may be nominated to represent the vendor and will receive email instructions from the vendor company CEO including:

  1. Appointment to represent the company as their agent for the sale of the commercial asset;
  2. Specific details about the commercial asset;
  3. Information about the status of current negotiations with an alternative potential purchaser;
  4. Information about a new potential purchaser;
  5. Contact details of the agent appointed to represent the purchaser.

Alternatively, you may be nominated to represent the purchaser and will receive email instructions from the purchaser company CEO including:

  1. Appointment to represent the company as their agent for the purchase of the commercial asset;
  2. Specific details about the commercial asset;
  3. Information about alternative assets the company is considering purchasing instead;
  4. Information about the vendor;
  5. Contact details of the agent appointed to represent the vendor.

Assessment Instructions

Stage 1: Pre-negotiation (1,000 words)

You must answer the following questions:

  1. What is your thinking style preference form – monarchic, hierarchic, oligarchic, anarchic – and what is your thinking style scope – internal, external? Attach copies of completed Sternberg-Wagner Thinking Style Inventories.
  2. Are your thinking style preferences – form and scope – optimal for conducting this negotiation?

Explain your answer.

  1. What adjustments (if any) could you make to adapt to a more optimal thinking style for this negotiation?
  2. What is your client’s BATNA? What is your client’s reservation value?
  3. What is the other party’s BATNA? What is the other party’s reservation value?
  4. What is the ZOPA range? What is your strategy for claiming the greater proportion of the ZOPA?

Include at least five academic references from academic journals and textbooks.

Stage 2: Negotiation (300 words)

You must:

  1. Enter negotiations with your counterpart for the sale and purchase of the commercial asset;
  2. Maintain a communications log that captures the date, method, items discussed, and outcomes of each communication.

Attach copies of any communications that confirm agreed price.

Stage 3: Post negotiation (400 words)

You must prepare a 1 page letter to your client advising the outcome of the negotiation.

Important Study Information

Academic Integrity Policy

KBS values academic integrity. All students must understand the meaning and consequences of cheating, plagiarism and other academic offences under the Academic Integrity and Conduct Policy.

What is academic integrity and misconduct? What are the penalties for academic misconduct? What are the late penalties?

How can I appeal my grade?

Click here for answers to these questions: http://www.kbs.edu.au/current-students/student-policies/.

Word Limits for Written Assessments

Submissions that exceed the word limit by more than 10% will cease to be marked from the point at which that limit is exceeded.'p;.Study Assistance

Students may seek study assistance from their local Academic Learning Advisor or refer to the resources on the MyKBS Academic Success Centre page. Click here for this information.

Answer

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