BMS5801 Communication and Influencing Skills for Managers

BMS5801 Communication and Influencing Skills for Managers / AY2016-17

Negotiation – Think Win-Win
Special Term, AY2016-17

Assignment Introduction

In this assignment, your team of five (5) will play representatives of a manufacturing plant who have to negotiate some arrangements with the representatives (another team of five members) of amanufacturing plant that is under the same parent company. Your team will be in a potentially competitive situation where cooperation is clearly desirable. Your task is to find some way to cooperate.

The assignment will take place during Tutorial 9 on 5 June 2017. Your team will be assigned to partake in either Negotiation Round 1 or 2, and this will be determined during Tutorial 8. Please report outside the classroom five (5) minutes before your allotted time on the day of your assignment (i.e. Tutorial 9). Please be professionally attired for the assignment. You may leave after your instructor has provided feedback at the end of the assessment session. Finally, please adhere to the following schedule:

Stages / Negotiation Round 1 / Negotiation Round 2
Team Preparation Time (15mins)
please use Appendix A for your discussion / 2:00pm to 2:15pm / 3:00pm to 3:15pm
Assessment: Negotiation (20 mins) / 2:15pm to 2:35pm / 3:15pm to 3:35pm
Individual Reflection (5mins)
please use Appendix B for your personal reflection / 2:35pm to 2:40pm / 3:35pm to 3:40pm
Group Feedback (10mins) / 2:40pm to 2:50pm / 3:40pm to 3:50pm
Instructor’s Feedback (10 mins) / 2:50pm to 3:00pm / 3:50pm to 4:00pm

1 | ©Kan, K. Centre for English Language Communication, National University of Singapore

BMS5801 Communication and Influencing Skills for Managers / AY2016-17

Appendix A

Preparation Template
Instruction: Use the form to provide quick help for your upcoming negotiation

Things I should be ready to put “on the table”
Our Interests / Options / Criteria (or Legitimacy) / Their Interests
What do we really care about or wish to achieve? / What are the possible agreements that we might reach? / What are some objective standards or precedents that might convince them and us that a proposed agreement is fair? / What do they really care about or wish to achieve?
1.
2.
3. / 1.
2.
3. / 1.
2.
3. / 1.
2.
3.
What are my BATNAs (Best Alternatives To a Negotiated Agreement) or walk-away alternative?
What can we do if we walk away without agreement? Which is the best? What would we really do?
1.
2.
3.

Adapted from Fisher, R. & Ertel, D. (1995). Getting Ready to Negotiate: The Getting to Yes Workbook (p. 11). New York: Penguin Books.

BMS5801 Communication and Influencing Skills for Managers / AY2016-17

Appendix B

The Subject Value Inventory (SVI)
Instruction: This exercise is designed to help you explore the psychological outcomes of a negotiation, including satisfaction, trust, rapport, and self-impressions. For each question, please circle a number from 1 to 7 that most accurately reflects your opinion. Please answer each question independently, without reference to any of the other questions.

S/N / Question / Likert Scale
1 / How satisfied are you with your own outcome – that is, the extent to which the terms of your agreement (or lack of agreement) benefit your team? / 1
Not at all satisfied / 2 / 3 / 4
Moderately satisfied / 5 / 6 / 7
Perfectly satisfied
2 / How satisfied are you with the balance between your group’s outcome and the counterpart’s outcome(s)? / 1
Not at all satisfied / 2 / 3 / 4
Moderately satisfied / 5 / 6 / 7
Perfectly satisfied
3 / Did you feel like your team forfeited or “lost” in this negotiation? / 1
Not at all / 2 / 3 / 4
A moderate amount / 5 / 6 / 7
A great deal
4 / Do you think the terms of your agreement are consistent with principles of legitimacy or objective criteria (e.g. common standards of fairness, precedent, industry practice, legality)? / 1
Not at all / 2 / 3 / 4
Moderately / 5 / 6 / 7
A great deal
5 / Did you “lose face” (i.e. damage your sense of pride) in the negotiation? / 1
Not at all / 2 / 3 / 4
Moderately / 5 / 6 / 7
A great deal
6 / Did you feel as though you behaved appropriately in this negotiation? / 1
Not at all / 2 / 3 / 4
Moderately / 5 / 6 / 7
A great deal
7 / Did this negotiation make you feel more or less competent as a negotiator? / 1
It made me feel less competent / 2 / 3 / 4
It did not make me feel more or less competent / 5 / 6 / 7
It made me feel more competent
8 / Did you behave according to your own principles and values? / 1
Not at all / 2 / 3 / 4
Moderately / 5 / 6 / 7
A great deal
9 / Do you feel your counterpart(s) listened to your concerns? / 1
Not at all / 2 / 3 / 4
Moderately / 5 / 6 / 7
A great deal
10 / Would you characterize the negotiation process as fair? / 1
Not at all / 2 / 3 / 4
Moderately / 5 / 6 / 7
A great deal
11 / How satisfied are you with the ease (or difficulty) of reaching an agreement? / 1
Not at all satisfied / 2 / 3 / 4
Moderately satisfied / 5 / 6 / 7
Perfectly satisfied
12 / Did your counterpart(s) consider your wishes, opinions, or needs? / 1
Not at all / 2 / 3 / 4
Moderately / 5 / 6 / 7
Very much
S/N / Question / Likert Scale
13 / How satisfied are you with your relationship with your counterpart(s) as a result of this negotiation? / 1
Not at all satisfied / 2 / 3 / 4
Moderately satisfied / 5 / 6 / 7
Perfectly satisfied
14 / What kind of overall impression did your counterpart(s) make on your team? / 1
Extremely negative / 2 / 3 / 4
Neither negative or positive / 5 / 6 / 7
Extremely positive
15 / Did the negotiation make you trust your counterpart(s)? / 1
Not at all / 2 / 3 / 4
Moderately / 5 / 6 / 7
A great deal
16 / Did the negotiation build a good foundation for a future relationship with your counterpart(s)? / 1
Not at all / 2 / 3 / 4
Moderately / 5 / 6 / 7
A great deal
Additional thoughts