Each team will be assigned a scenario to negotiate based on. The scenario will have qualitative and quantitative data, along with a position/stance to take within the negotiation.

Based on the given scenarios to each team, they will need to conduct research, analyse various elements, strategise, and apply key concepts studied throughout the Negotiation Skills course.

The written report should include the following details (some will repeat throughout the report in different forms):

1. Create a negotiation worksheet as a starting point (refer to the introduction section and Chap. 1 (page 16) of the textbook to review the template).
2. Outline what the interests are for each party and analyse them accordingly.
3. Identify the criteria that your team will use for the negotiation and create criteria statements. Analyse the information and elaborate on the ideas of the team.
4. As a team, brainstorm options for the negotiation. Hint: Brainstorming options around issue(s) that have been identified will prove to be strategic (refer to Chap. 3 (pages 39-43) of the textbook)
5. Review the no-agreement alternatives and decide as a team how, why, and when you will use them.
6. To discover a more strategic approach for your team’s negotiation, review the 4D approach and work through each step of this approach.
7. Work through the negotiation type and style checklist in Chap. 8 (page 157). Ensure that the team reflects and makes any tweaks to the negotiation.
8. Review strategies for how to deal with difficult tactics within Chap. 9. Then as a team, decide which negotiation strategies you will use to deal with them, and why they will be effective.
9. Complete the following worksheets from the textbook and put these documents in the Appendix of the written report (all sheets in Part Four: Appendix in the textbook):
   • QuickPrep Negotiation Planner
   • 4D Key Points Summary
   • Interests Worksheet
   • Options, Criteria and No-Agreement Alternatives Worksheets
   • Design Checklist
   • Digging for Interests Worksheet
   • Developing Options Worksheet
   • Dig and Develop Checklist
   • Information Exchange Worksheet
   • Closure Strategies Worksheet
   • Decide Checklist

Pre-flight checklist

The written report marking scheme

The simulated negotiation marking scheme

• Share a digital copy of your final paper with me via Google Docs (use my gmail address)
• Day 5 is the last day for this assignment (there will be a penalty for late submissions)