Negotiation Two “THEOTIS WILEY” Written Analysis Essay

By March 24, 2018Academic Papers

Negotiation Two “THEOTIS WILEY” Written Analysis Essay
Instructions
This assignment is 20% of your final grade in this junior-level course. To earn the maximum points, read this document carefully and create your essay so that it meets all the criteria described.
? Thoroughly read the background provided for your role.
? Review the Negotiation Planning Worksheet you completed and submitted previously.
? Review this document and draft your Written Analysis Essay so that it meets all the criteria described in this document.
o All responses must be complete sentences/paragraphs. Responses written as bullets/phrases/incomplete sentences are not acceptable.
o A well-written paragraph will contain 75-100 words; use this as a guide to how many paragraphs your essay should contain.
o It is acceptable to write your essay in first-person.
o APA style applies including a cover page and an abstract. Since your only reference
is the background document you are provided, no reference page is necessary.
? Review your completed analysis essay for word count, consistency, accuracy, grammar and spelling.
o If your essay meets only the minimum word requirements shown, it must otherwise
be perfect in order to earn full credit.
? Upload your final essay via the provided Dropbox.
Section One (75 word minimum)
This Section, likely written after sections two through five are complete, is an introductory paragraph about the essay.
Section Two (300 words minimum)
Giving consideration to all the background information provided for your role, address the following questions in this section.
a. What will be your opening offer?
b. What is the most you are willing to offer?
c. What criteria did you use to come up with the above amounts?
d. Assume you offered the maximum amount you were willing to pay and that offer was accepted. Indicate how you would defend the deal you made to your boss.
e. What standards have you identified that you will use during the negotiation?
f. Which of those standards do you expect to be the most persuasive? Why?
g. What is your BATNA (Best Alternative to a Negotiated Agreement)? Describe fully.
h. What is the zone of possible agreement (ZOPA) for the endorsement contract ranges? Explain how you arrived at this ZOPA.
BUS301 Negotiation Two Page 2 of 2
Section Three (150 words minimum)
Giving consideration to all the background information provided for your role, address the following questions in this section. This section addresses the identification of interests.
a. What are your interests?
b. What do you expect your opponent’s interests to be?
c. What are non-monetary options you could offer as part of the negotiation? What
interests do these options satisfy?
Section Four (225 words minimum)

Giving consideration to all the background information provided for your role, address the following questions in this section. This section addresses agency (e.g., representing another individual’s interests) and commitment.

a. What is your authority?

b. What is subject to approval by either your boss (if you are the VP) or your client (if you are Wiley’s agent)?
c. How do you see the nature of your personal role as an “agent” influencing how you will act during the negotiation? Do you expect it to make you act in ways not entirely consistent with your interests? If so, describe. If not, explain why not.

d. Do you expect there to be tension during the actual negotiation? Why or Why not? o If Yes, describe the tensions you expect.
o If Not, how will you resist the tensions inherent in the two roles?
Section Five (150 word minimum)

Giving consideration to all the background information provided for your role, address the following questions in this section. This section addresses tactical issues.
a. Do you expect that you will have to make concessions to reach a deal?
o If so, what concessions are you willing to make?

o If not, why not? Here explain how/why you expect to be able to reach a deal without compromising.
b. What are the benefits of your strategy regarding concessions? What are the risks? Section Six (75 word minimum)
This Section, likely written last, is a summary paragraph about the essay. 

consideration to all the background information provided for your role, address the following questions in this section. This section addresses agency (e.g., representing another individual’s interests) and commitment.
a. What is your authority?

b. What is subject to approval by either your boss (if you are the VP) or your client (if you are Wiley’s agent)?
c. How do you see the nature of your personal role as an “agent” influencing how you will act during the negotiation? Do you expect it to make you act in ways not entirely consistent with your interests? If so, describe. If not, explain why not.

d. Do you expect there to be tension during the actual negotiation? Why or Why not? o If Yes, describe the tensions you expect.
o If Not, how will you resist the tensions inherent in the two roles?
Section Five (150 word minimum)

Giving consideration to all the background information provided for your role, address the following questions in this section. This section addresses tactical issues.
a. Do you expect that you will have to make concessions to reach a deal?
o If so, what concessions are you willing to make?

o If not, why not? Here explain how/why you expect to be able to reach a deal without compromising.
b. What are the benefits of your strategy regarding concessions? What are the risks? Section Six (75 word minimum)
This Section, likely written last, is a summary paragraph about the essay.

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