Negotiation Flow Chart
This flow chart assignment measures your mastery of ULOs 1.1, 1.2, 1.3, 2.1, 2.2, 2.3, 2.4, 2.5, 2.6, 2.7, 2.8, 2.9, 2.10, 2.11, 3.1, 3.2, 3.3, 4.1, 4.2, and 4.3.
Requirement:
- Develop a flow chart for a selected negotiation that has either succeeded or failed (business, international, etc.).
- The flow chart must include items 1-11 below.
- For each item 1-11, provide a 50-75 word abstract to describe that specific flow chart item.
- Compile the abstracts in a separate Word document.
- Number the items to correspond with the flow chart item.
- Some requirements will require an abstract for each company. (Example: Requirement 3 will require an abstract of the goals for company A and company B)
Flow Chart Required Content:
- Overview of the negotiation situation
- Preparation for negotiations (actions taken)
- Clarifying goals
- Strategy and tactics (distributive or integrative)
- Central route to influence, peripheral route to influence
- Relationships, power, influence
- BATNA (Best Alternative to a Negotiated Agreement)
- Multiple parties-coalitions
- Ethical behavior, unethical behavior
- International or cultural impact
- Closing of negotiation: Reasons for the failure/reasons for success
NOTE: If some information, such as BATNA, is not available, you will apply critical thinking to the negotiation process flow chart from your course knowledge and submit hypothetical BATNAs.
Possible examples for use for the Flow Chart:
- Quaker Oats and Snapple (merger failure)
- Dow Chemical and Dupont (merger success)
