University of Waterloo Negotiation Tactical Plan & Tactical Plan Case Analysis you can write any case you want, see attachment for detail~~~~~~~~~~~~~~~~~~

University of Waterloo Negotiation Tactical Plan & Tactical Plan Case Analysis you can write any case you want, see attachment for detail~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~ Individuals will take on the role of a principal in an multi-variable, cross-border
negotiation. Whey will construct a comprehensive negotiating plan that
includes the following components:
Strategic Plan. – 30 %
The strategic component includes Goals, Objectives, and BATNA analysis.
Excellent work will demonstrate the ability to select an appropriate case (from
their own experience, outside cases or class work, or research). Goals should
be ambitious, possible, and move the company forward. SMART goal setting,
clear, logical variable selection, and comprehensive BATNA analysis is
expected.
Tactical Plan – 30%
The tactical plan should be based on a well-constructed LIN matrix. There
should be a logical connection between the conceptual VARIABLES in the
strategic plan to the quantified Deal Points in the LIN matrix. Good papers will
demonstrate an appropriate choice of deal points that are scored into proper L I
& N value levels. Good papers will also clearly articulate how the choice of
deal points and valuations result in appropriate behaviors and outcomes from
the counterparty. I will be paying attention to the RELATIONSHIP vs.
TRANSACTION decisions, and expect to see students clearly articulate the
choices they have made and explain how their tactics support those
decisions. Excellent papers will discuss the relationship between the tactical
plan and cultural analysis in section 3.
The tactical plan should also include some type of CONCESSION MAP. Good
papers will include a range of tactics and counters that they will use to execute
their concession plan.
Cultural Plan – 30%
Using Hofstede’s 6 Dimension model and the AA Matrix from class, students
will construct a comprehensive cultural analysis of their upcoming
negotiation. A brief STEEPLE analysis will contribute to the credibility of their
conclusions. Excellent papers will clearly articulate how the results of the AA
Matrix inform their choice of variables in section 2. Some outside research is
appropriate for the construction of the STEEPLE and cultural responses.
STYLE Analysis – 10%
The individual paper wraps up with a STYLE analysis, where students will
explain their Opening and Terminal negotiating styles. It is expected that their
choice of style be heavily influenced by their business goals from Section 1 and
cultural analysis in Section 3. Good papers will clearly indicate how their
choice of style and tactical plan – Section 2 – integrate.
I would expect them to be able to complete these analyses in 500 – 600 words,
exclusive of charts, exhibits and worksheets.
Rubric
Individual Report
Individual Report
Ratings
Criteria
This criterion is
linked to a
Learning
OutcomeAnalysis
threshold: 2.0 pts
This criterion is
linked to a
Learning
OutcomeComposition
threshold: 2.0 pts
This criterion is
linked to a
Learning
OutcomeSubject
Knowledge
threshold: 2.0 pts
4.0
pts
3.0
pts
2.0
pts
1.0
pts
Presents an insightful
Presents a good
Presents an
Presents an incomplete
and thorough analysis
overall analysis of
adequate
analysis of the subjec
of the subject matter,
the subject matter.
analysis of most
Omits necessary
which is transparent
Arguments are
of the issues,
information, analytic
and compelling.
relevant and
but lacks depth
connections and/or
justified.
in many areas.
calculations.
4.0
pts
3.0
pts
2.0
pts
1.0
pts
Organized and well
Organized and
Somewhat lacking in
The reader had to
written. Underlying
clearly written in
organization and
make considerable
logic is clearly
most places. In some
clarity, making the
effort to
articulated and easy to
areas, the logic and
logic and flow of
understand logic
follow. Words expressed
flow of ideas is
ideas difficult to
and flow of ideas
the intended meaning and
difficult to
follow. Sentences
due to poor
supported reader
follow. Sentences
include grammatical
organization, poor
comprehension.
were mostly
and spelling errors
grammar, and/or
Sentences were
grammatical and
that occasionally
spelling errors.
grammatical with few
writing did not
hinder the reader.
spelling errors.
hinder the reader.
4.0
pts
3.0
pts
2.0
pts
1.0
pts
Deliverable
Deliverable
Deliverable partially
Deliverable minima
demonstrates
demonstrates
demonstrated
demonstrates
knowledge of course
knowledge of course
knowledge of course
knowledge of cours
content, skillfully
content, integrated
content, partially
content and concep
integrating major and
major concepts, and
integrated major
and generally does
minor concepts. There
demonstrated
concepts, and
advance the
is evidence of
evidence of some
demonstrated limited
understanding of
extensive thinking
research and
evidence of some
reasonably
about the topic.
thinking about the
research and thinking
knowledgeable
topic.
about the topic.
readers.
This criterion is
linked to a
Learning
OutcomeSources &
Citation
threshold: 2.0 pts
4.0
pts
3.0
pts
2.0
pts
1.0
pts
Evidence and ideas
Evidence and ideas
Author has used a
Makes only minimal use
clearly refer to
are taken from a
limited number of
of sources provided by
subject matter and aim
number of sources
sources for
instructor and/or
of assignment, drawn
and author goes
evidence and ideas
relies exclusively on
from a range of
beyond material
beyond the assigned
non-scholarly outside
sources, in addition
presented in
readings for the
sources or personal
to assigned readings
class. Some
course. Outside
opinion. Use of
and in-class
outside sources
sources are almost
in-text citations to
discussions,
are intended for a
exclusively
document sources may
including scholarly
general audience
web-based. The text
be sporadic and
books, journal
and/or are
may have few
ineffective. The
articles, research
web-based (i.e.
in-text citations
reference list
institutions,
not scholarly).
to identify the
includes only a few
government
All evidence is
source of evidence
sources and is
publications, and
properly cited in
or ideas; reference
randomly formatted
industry
APA style in-text
list may not be
making sources
associations. All
citations and a
formatted in a
difficult to identify
evidence is properly
correctly
consistent and/or
or locate.
cited in APA style
formatted
appropriate APA
in-text citations and
reference list.
style.
a correctly formatted
reference list.
This criterion is
linked to a
Learning
OutcomeOverall
threshold: 2.0 pts
4.0
A
pts
3.0
B
pts
2.0
C
pts
1.0
D
pts
Total Points: 4.0

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