Chapter Name: Apply the steps in the negotiation process to an authentic work situation
Description:Encourages practical use of negotiation techniques in real or simulated business settings.
Purpuse:To develop hands-on negotiation experience.
Rational:Practical application builds skill and prepares learners for real-world scenarios.
Chapter Assessment
Expected Supporting Evidence:
Portfolio of Evidence 1: The concepts of "favoured outcome", "settlement point", and "point beyond which you cannot go" are explained for a selected scenario. - Clarifies each concept using a real-world example (e.g., supplier contract) to show negotiation boundaries and compromise areas.
Portfolio of Evidence 2: The disadvantages to each party for each position are considered prior to meeting. - Identifies potential trade-offs and negative outcomes for each side in a negotiation scenario.
Portfolio of Evidence 3: Possible points that the other party might raise are anticipated and a possible response to each identified point is considered for the selected scenario. - Demonstrates preparation by predicting counterarguments and formulating reasoned responses.
Portfolio of Evidence 4: A proposal is presented and a clear indication is given of what is and what is not on the table for a selected scenario. - Presents a structured offer with clearly defined negotiable and non-negotiable terms.
Portfolio of Evidence 5: A point-by-point summary of the proposal is compiled to ensure that both parties have a common understanding of the nature and extent of the proposal. - Breaks down the offer into clear, mutually understood components to avoid ambiguity.
Portfolio of Evidence 6: Questions are asked to build common ground and establish the existence of any hidden agendas. - Uses questioning techniques to identify shared interests and uncover underlying concerns.
Portfolio of Evidence 7: Shared interests, opportunities for cooperation and common principles are identified in order to facilitate negotiation. - Identifies alignment in goals and values to foster collaboration and agreement.
Portfolio of Evidence 8: A position is amended without sacrificing fundamental interests for a selected scenario. - Shows how flexibility is used to make concessions while protecting core business needs.
Portfolio of Evidence 9: Questions are asked for clarification and explanation. - Uses open and closed questions to ensure clarity and deeper understanding.
Portfolio of Evidence 10: Questions are asked to test understanding and to summarise understanding of a position. - Employs reflective questioning to confirm mutual comprehension and alignment.
Portfolio of Evidence 11: Demands of the other party are analysed and a concession is proposed for a selected scenario. - Analyses the requests of the counterpart and offers a calculated concession to progress the negotiation.
Portfolio of Evidence 12: The negotiation is closed for a selected scenario. - Summarises and finalises the agreement, ensuring all terms are clear and acceptable to both parties.
Workplace Activities
Activity 1: Explain outcome-related terms in a scenario.
Negotiation plan.
Activity 2: Consider disadvantages of positions.
Risk analysis report.
Activity 3: Anticipate counterpoints and prepare responses.
Issue-response matrix.
Activity 4: Present a clear proposal.
Written proposal.
Activity 5: Summarise proposal for clarity.
Summary document.
Activity 6: Ask questions to identify shared interests.
Meeting transcript or report.
Activity 7: Identify shared goals and cooperation opportunities.
Negotiation notes.
Activity 8: Amend position without compromising key interests.
Concession strategy notes.
Activity 9: Ask clarifying questions.
Question log.
Activity 10: Use questioning to test and summarise understanding.
Reflective question examples.
Activity 11: Propose concessions in response to demands.
Concession plan.
Activity 12: Close the negotiation.
Final agreement document.