Negotiation Role Play and Analysis – Management Assignment Help

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1.Students should prepare for this assessment by readingThompson, L., & Nadler, J. (2002). Negotiating via Information Technology: Theory and Application. Journal of Social Issues, 58(1), 109-124. doi:10.1111/15404560.00251 (available in the Readings tab). 
2. You will be briefed on the negotiation background. 
3. Students will receive their instructions.  
a. What are your alternatives to this negotiation, and how attractive are they? What do you think are the other party’s alternatives? 
b. Identify your interests and prioritize the issues that are most important to you. What do you think are the other party’s interests and priorities? 
c. What is your reservation value for a total package agreement? (At what point would you be better off walking away from an agreement and accepting your alternative?) 
d. What is your target for an agreement? (What would represent a good outcome for you in this negotiation?) What are different ways you could achieve your target
e. What strategies can you use to create joint value? What strategies can you use to advocate for yourself? 
f. If you had to use the negotiation thorough email, what difference would you bring in your strategies?
g. How will you build trust and rapport via email? 

2.Reflect on your negotiation skills and areas for further development 
a. What did you learn about your negotiation skills from undertaking this negotiation?  
b. What would you do differently if you have to negotiate salary issues for your current job? 

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