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Negotiation Canvas

This document outlines instructions for a negotiation activity between two roles - May Hirewell and Larry Dover. It describes 4 stages: 1) assigning roles, 2) preparation including researching interests and strategy, 3) conducting a recorded negotiation, 4) discussing effectiveness. Teams must submit a form and video by deadlines to complete the activity successfully.

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Juan Carlos Fernández Lermo
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91 views5 pages

Negotiation Canvas

This document outlines instructions for a negotiation activity between two roles - May Hirewell and Larry Dover. It describes 4 stages: 1) assigning roles, 2) preparation including researching interests and strategy, 3) conducting a recorded negotiation, 4) discussing effectiveness. Teams must submit a form and video by deadlines to complete the activity successfully.

Uploaded by

Juan Carlos Fernández Lermo
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PDF, TXT or read online on Scribd
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NEGOTIATION ACTIVITY

DECISION MAKING MODULE


MAIN GOAL

As a compulsory activity of the Decision-Making Module, you need to PERFORM AN


EMPLOYMENT OFFER NEGOTIATION together with the rest members of your team. And,
you will have to RECORD IT.
IMPORTANT! The negotiation can be done either in Spanish or in English, but we will
positively value the effort of the people who decide to negotiate and talk about the
negotiation in English.

Case-study summary:
WABTY.com is one of the few internet companies still hiring despite the recent economic
recession that has put a serious strain on the industry. Larry has been offered a job with
WABTY.com and he is meeting with May to discuss the terms of a potential employment
contract. May and Larry, with their corresponding assistants, are meeting to discuss the
terms of Larry's employment contract.
So, in this task, you ‘re going to take part in the negotiation as either May Hirewell party
(the Recruitment Manager and his Assistant Manager) or Larry Dover (The recent MBA
graduate and his agent)
* May assistant and Larry agent roles will depend on the number of members of your team
(three or four. If you are just 2 there will be not assistants)

Activity instructions:
The activity itself consists of four stages that you must complete within the established
dates to develop it correctly. Please, carefully read the following information that shows
you what you have to complete at every stage:

First stage: Roles Organization


To develop the negotiation, you are going to be personally assigned with a role (you will be
May Hirewell or Larry Dover) and depending on your role, we are going to hand you out
either the Confidential Instructions for May Hirewell or the Confidential Instructions for
Larry Dover through your external email.
IMPORTANT! The instructions for each party are confidential, so you should NOT SHARE
OR DISCUSS the contents with anyone who doesn't have the same role. That's why we are
going to send the instructions directly to your external email.
Please, check your spam folder when looking for an email from
[email protected] and add our email address to your address book to be
sure you receive our emails.
Second stage: Preparation

A. Read thoroughly the instructions received by email and check if any other member of
your group is playing the same role as you.
B. Once you have all the details clear enough, you will need to prepare yourself for the
negotiation by working with the Seven Elements of Negotiation.

For that, you must complete the below Google Form, paying particular attention to the
INTERESTS and the COMMUNICATION strategy.
In the google form, you are also required to include an opening conversation statement, a
list of questions to ask during the negotiation and a list of messages to send or avoid.
C. Complete the google form before Monday the 9th of November 2022 at 09:00 AM
* Only one member playing May Hirewell's party and one member playing Larry Dover's
role from your team needs to complete and submit the Google Form
GOOGLE FORM: https://forms.gle/HLBdHFSof7AsUPtr7

IMPORTANT! This second stage will be easier to perform if you first watch the video from
our expert Angela Arana.

Third stage: Negotiation

Once you have taken all the previous steps, it's negotiation time! Make sure you have read
the confidential instructions for your role, you've filled out the 2nd stage Google Form on
time and you’ve watched the Presentation online lesson.
Remember also that it's very important not to share any information from your confidential
instructions with anyone who does not have the same role as you!

• Now the two parties need to go into an “alive” negotiation process. That means you
and your partner will need to have an online or an in-person meeting in order to
defend your position with the other two members from the other party:

Two members playing the role of Larry Dover and his agent: ONE PARTY.
Two members playing the role of May Hirewell and her assistant manager: OTHER
PARTY.
(If it's easier for you, you can imagine that Larry Dover's agent and May Hirewell's assistant
play other roles. For example: legal representative, legal assistant, etc)
• You'll be able to set your meeting at any time, the only requirement is that you need
to record the whole meeting (image and audio). Afterward, you will need to upload
the video to Youtube / Vimeo and share the link with us.
• It is recommended that the negotiation lasts around 20-30 min. Don't worry if time
runs out before you reach an agreement.
• Stay in your role throughout the exercise and attempt to play your role realistically. Be
careful about inventing facts that change the case: being truthful or not is a choice,
just like in real life...
• Once the negotiation is done, get ready to move to the next stage (negotiation
discussion) without stopping recording your performance.

Fourth stage: Discussion (Recording day)


After you are done with the negotiation, take time to discuss the following questions with
your contrary party (the four of you). Don't forget to keep recording this part!
Discussion questions:
* What did you or the other party do that was effective?
* What do you wish you had done differently?

* Who got a better outcome? How do you know?


IMPORTANT! The negotiation process and the discussion questions can be done either in
Spanish or in English, but we will positively value the effort of the people who decide to
negotiate and talk about the negotiation in English.

Finally, WHAT DO YOU NEED TO SUBMIT?


The deliverables of this activity are:
1. Second stage Form.
2. Link to the video of the Negotiation Process and the Discussion Questions. Only one of
the 4 members of the negotiation will have to leave a comment on this page with the
link to your negotiation-review questions video. Don't forget to write down the name
of the students who have participated in the activity mentioning them (with the @).
DEADLINE

You need to submit the link to the negotiation before the 21st November 2022 at 09:00h.
Don’t forget the intermediate submission of the google form before the 9 th November at
09:00h.
EVALUATION CRITERIA

Each team and its members must meet the following requirements in order to get a
successful result:

• Show good teamwork skills.


• Collaborate actively in the development of your group strategy.
• Support your group strategy based on the given role information and the concepts you
have acquired from the eBook reading.
• Use of the methodology correctly, including all the steps throughout the negotiation
and the Seven Elements of Negotiation.
• Be proactive in trying to reach your role goals fulfilling your given tasks.
• Make sure to negotiate using constructive and positive language to maintain good
communication.

It is important that you read the feedbacks of the activities included on each module. Those
feedbacks represent a qualitative result that will be translated into a quantitative grade
once the module evaluation has been computed and uploaded to your final grades section.

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