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Assignment 5: Negotiation Process

(Worth 280 points – Due SEP 08, 2017)

You are the lead contract negotiator of a small company that specializes in small GPS guided guidance equipment that can be used in most vehicles. You have been tasked with acquiring a contract with one of divisions of the federal government that is developing driverless convoys for moving goods and supplies. A customer is able to easily attach your system to a standard portable radar & laser system. As the lead negotiator, you are aware of the size of the U.S. government and the strength of its negotiating power. You are also aware of the break-even point in which your company would need to reach in order to make a profit. Your main goal during your negotiation session is to write a contract that enables your company to make a profit on your product that you are selling.

Use the Internet to research similar equipment that your company’s competitors manufacture.

Note: You may create and/or make all necessary assumptions needed for the completion of this assignment.

Write an eight (8) page paper in which you:

  • Analyze the key approaches that your negotiation team should use in order to research both the government negotiators attending the negotiation session and the government’s overall operations.
  • Examine similar equipment that your company’s competitors produce. Indicate at least two (2) potential selling points that your team will be able to use to overcome any objections on price or quality of your product.
  • Describe the essential steps that you would advise your negotiation team to take in opening the negotiation session with the U.S. government negotiators.
  • Analyze two (2) negotiating gambits that you would use to conduct a successful negotiation session. Justify your response.
  • Examine common body language attributes that your negotiation team would look for during the entire negotiation process. Specify the primary reasons why you believe these attributes would assist your negotiation team in overcoming any potential obstacles or objections that would arise.
  1. Outline the major reasons why it is important for you, as a negotiator, to write the contract that represents the interests of your company, as opposed to allowing the government’s negotiation team to dictate the terms of the contract. Present two (2) reasons why you would not want to allow industry members to write the contract. Justify your response.
  1. Use at least six (6) quality resources in this assignment. Note: Wikipedia and similar Websites do not qualify as quality resources.

Your assignment must follow these formatting requirements:

  • Be typed, double spaced, using Times New Roman font (size 12), with one-inch margins on all sides; citations and references must follow APA or school-specific format. Check with your professor for any additional instructions.
  • Include a cover page containing the title of the assignment, the student’s name, the professor’s name, the course title, and the date. The cover page and the reference page are not included in the required assignment page length.

The specific course learning outcomes associated with this assignment are:

  • Describe the skills and behavior needed for effective negotiations.
  • Understand and apply the various negotiating strategies.
  • Demonstrate the need to plan, organize, direct, and control as an effective negotiator.
  • Conduct effective negotiations research.
  • Use technology and information resources to research issues in contracting and purchasing negotiation techniques.
  • Write clearly and concisely about issues in contracting and purchasing negotiation techniques.

Grading for this assignment will be based on answer quality, logic/organization of the paper, and language and writing skills, using the following rubric.

Points: 280

Assignment 5: Negotiation Process

Criteria

Unacceptable

Below 60% F

Meets Minimum Expectations

60-69% D

Fair

70-79% C

Proficient

80-89% B

Exemplary

90-100% A

1. Analyze the key approaches that your negotiation team should use in order to research the government’s negotiators attending the negotiation session and the government’s operations.

Weight: 15%

Did not submit or incompletely analyzed the key approaches that your negotiation team should use in order to research the government’s negotiators attending the negotiation session and the government’s operations.

Insufficiently analyzed the key approaches that your negotiation team should use in order to research the government’s negotiators attending the negotiation session and the government’s operations.

Partially analyzed the key approaches that your negotiation team should use in order to research the government’s negotiators attending the negotiation session and the government’s operations.

Satisfactorily analyzed the key approaches that your negotiation team should use in order to research the government’s negotiators attending the negotiation session and the government’s operations.

Thoroughly analyzed the key approaches that your negotiation team should use in order to research the government’s negotiators attending the negotiation session and the government’s operations.
  • Examine similar equipment that your company’s competitors produce. Indicate at least two (2) potential selling points that your team will be able to use to overcome any objections on price or quality of your product.

Weight: 15%

Did not submit or incompletely examined similar equipment that your company’s competitors produce. Did not submit or incompletely indicated at least two (2) potential selling points that your team will be able to use to overcome any objections on price or quality of your product.

Insufficiently examined similar equipment that your company’s competitors produce. Insufficiently indicated at least two (2) potential selling points that your team will be able to use to overcome any objections on price or quality of your product.

Partially examined similar equipment that your company’s competitors produce. Partially indicated at least two (2) potential selling points that your team will be able to use to overcome any objections on price or quality of your product.

Satisfactorily examined similar equipment that your company’s competitors produce. Satisfactorily indicated at least two (2) potential selling points that your team will be able to use to overcome any objections on price or quality of your product.

Thoroughly examined similar equipment that your company’s competitors produce. Thoroughly indicated at least two (2) potential selling points that your team will be able to use to overcome any objections on price or quality of your product.

3. Describe the essential steps that you would advise your negotiation team to take in opening the negotiation session with the U.S. Government negotiators.

Weight: 15%

Did not submit or incompletely described the essential steps that you would advise your negotiation team to take in opening the negotiation session with the U.S. Government negotiators.

Insufficiently described the essential steps that you would advise your negotiation team to take in opening the negotiation session with the U.S. Government negotiators.

Partially described the essential steps that you would advise your negotiation team to take in opening the negotiation session with the U.S. Government negotiators.

Satisfactorily described the essential steps that you would advise your negotiation team to take in opening the negotiation session with the U.S. Government negotiators.

Thoroughly described the essential steps that you would advise your negotiation team to take in opening the negotiation session with the U.S. Government negotiators.

4. Analyze two (2) negotiating gambits that you would use to conduct a successful negotiation session. Justify your response.

Weight: 10%

Did not submit or incompletely analyzed two (2) negotiating gambits that you would use to conduct a successful negotiation session. Did not submit or incompletely justified your response.

Insufficiently analyzed two (2) negotiating gambits that you would use to conduct a successful negotiation session. Insufficiently justified your response.

Partially analyzed two (2) negotiating gambits that you would use to conduct a successful negotiation session. Partially justified your response.

Satisfactorily analyzed two (2) negotiating gambits that you would use to conduct a successful negotiation session. Satisfactorily justified your response.

Thoroughly analyzed two (2) negotiating gambits that you would use to conduct a successful negotiation session. Thoroughly justified your response.

5. Outline the major reasons why it is important for you, as a negotiator, to write the contract that represents the interests of your company, as opposed to allowing the government’s negotiation team to dictate the terms of the contract. Present two (2) reasons why you would not want to allow industry members to write the contract. Justify your response.

Weight: 15%

Did not submit or incompletely outlined the major reasons why it is important for you, as a negotiator, to write the contract that represents the interests of your company, as opposed to allowing the government’s negotiation team to dictate the terms of the contract. Did not submit or incompletely presented two (2) reasons why you would not want to allow industry members to write the contract. Did not submit or incompletely justified your response.

Insufficiently outlined the major reasons why it is important for you, as a negotiator, to write the contract that represents the interests of your company, as opposed to allowing the government’s negotiation team to dictate the terms of the contract. Insufficiently presented two (2) reasons why you would not want to allow industry members to write the contract. Insufficiently justified your response.

Partially outlined the major reasons why it is important for you, as a negotiator, to write the contract that represents the interests of your company, as opposed to allowing the government’s negotiation team to dictate the terms of the contract. Partially presented two (2) reasons why you would not want to allow industry members to write the contract. Partially justified your response.

Satisfactorily outlined the major reasons why it is important for you, as a negotiator, to write the contract that represents the interests of your company, as opposed to allowing the government’s negotiation team to dictate the terms of the contract. Satisfactorily presented two (2) reasons why you would not want to allow industry members to write the contract. Satisfactorily justified your response.

Thoroughly outlined the major reasons why it is important for you, as a negotiator, to write the contract that represents the interests of your company, as opposed to allowing the government’s negotiation team to dictate the terms of the contract. Thoroughly presented two (2) reasons why you would not want to allow industry members to write the contract. Thoroughly justified your response.
  • Examine common body language attributes that your negotiation team would look for during the entire negotiation process. Specify the primary reasons why you believe these attributes would assist your negotiation team in overcoming any potential obstacles or objections that would arise.

Weight: 15%

Did not submit or incompletely examined common body language attributes that your negotiation team would look for during the entire negotiation process. Did not submit or incompletely specified the primary reasons why you believe these attributes would assist your negotiation team in overcoming any potential obstacles or objections that would arise.

Insufficiently examined common body language attributes that your negotiation team would look for during the entire negotiation process. Insufficiently specified the primary reasons why you believe these attributes would assist your negotiation team in overcoming any potential obstacles or objections that would arise.

Partially examined common body language attributes that your negotiation team would look for during the entire negotiation process. Partially specified the primary reasons why you believe these attributes would assist your negotiation team in overcoming any potential obstacles or objections that would arise.

Satisfactorily examined common body language attributes that your negotiation team would look for during the entire negotiation process. Satisfactorily specified the primary reasons why you believe these attributes would assist your negotiation team in overcoming any potential obstacles or objections that would arise.

Thoroughly examined common body language attributes that your negotiation team would look for during the entire negotiation process. Thoroughly specified the primary reasons why you believe these attributes would assist your negotiation team in overcoming any potential obstacles or objections that would arise.
 
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