Individuals will take on the role of a principal in a multi-variable, cross-border negotiation. Whey will construct a comprehensive negotiating plan that includes the following components:
Strategic Plan. – 30 %
The strategic component includes Goals, Objectives, and BATNA analysis.
Excellent work will demonstrate the ability to select an appropriate case (from their own experience, outside cases or class work, or research exclusive of cases discussed in this class). Goals should be ambitious, possible, and move the company forward. Objectives should be specific deal points or proposals that you want from the specific counterparty. SMART goal setting, clear, logical variable selection, and comprehensive BATNA analysis is expected.
Tactical Plan – 30%
The tactical plan should be based on a well-constructed LIN matrix. There should be a logical connection between the conceptual VARIABLES in the strategic plan to the quantified Deal Points in the LIN matrix. Good papers will demonstrate an appropriate choice of deal points that are scored into proper L I & N value levels. Good papers will also clearly articulate how the choice of deal points and valuations result in appropriate behaviors and outcomes from the counterparty. I will be paying attention to the RELATIONSHIP vs. TRANSACTION decisions, and expect to see students clearly articulate the choices they have made and explain how their tactics support those decisions. Excellent papers will discuss the relationship between the tactical plan and cultural analysis in section 3.
The tactical plan should also include some type of CONCESSION MAP. Good papers will include a range of tactics and counters that they will use to execute their concession plan.
Cultural Plan – 30%
Using Hofstedes 6 Dimension model and the AA Matrix from class, students will construct a comprehensive cultural analysis of their upcoming negotiation. A brief STEEPLE analysis will contribute to the credibility of their conclusions. Excellent papers will clearly articulate how the results of the AA Matrix inform their choice of variables in section 2. Some outside research is appropriate for the construction of the STEEPLE and cultural responses.
STYLE Analysis 10%
The individual paper wraps up with a STYLE analysis, where students will explain their Opening and Terminal negotiating styles. It is expected that their choice of style be heavily influenced by their business goals from Section 1 and cultural analysis in Section 3. Good papers will clearly indicate how their choice of style and tactical plan – Section 2 – integrate.
I would expect them to be able to complete these analyses in 500 – 600 words, exclusive of charts, exhibits and worksheets.
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