Negotiation Exercise Guidelines
With the representative from the other firm (manufacturer or Retailer) negotiate a
distribution agreement.
Part A-Group component (5%)
In week 12, jointly hand in to your tutor the ‘Decision Sheet’ by filling in the final
agreements you reach. This completes Part A (group component of this assessment
5%). The decision sheet form is done using blue or black pen. Both
representatives sign on page 2 and submit hard copy to your tutor in the
beginning of Week 12tutorial. No literature review is necessary for submitting
this sheet. There is no need to turn-it-in.
Assessment of Part A
Marking of submitted decision sheets will be done based on how many sections
of the sheet were completed during the negotiation. Full marks for all agreements
reached and all sections completed, and the sheet signed by the both
representatives. Pro rata marks if the sheet is partly complete.
Part B-Individual Report(40%)
Individually write a brief report to Head Office (your tutor) rationalising your decisions.
This should be a specific justification of each concession and an explanation of the
benefits gained as a result (rather than a vague philosophical treatise setting out
reasons for retaining good relationships). This report (40%) is due in week 13 in the
beginning of tutorial.
The report should include:
An explanation of why you agreed to the result, i.e., what benefits are there for your firm
in the long-run and short-run, the arguments made by the other party, the congruence
or deviation from what you wanted and what you got.
Why you think the other party agreed.
An important part of your justification for the agreements is a quantitative evidence of
associated benefits or costs to your firm. You must include in the discussion the
monetary implications of your decisions.
You must include a statement of overall benefit/loss to your firm in an appendix.
You must provide theoretical support for your decisions using relevant B2B concepts.
Read the text book thoroughly to pick relevant concepts. You also need to cite five
articles from scholarly journals to support your decisions. The learning resources
section includes a list of relevant scholarly journals.
Submission requirements of Part B
The Part B must be typed in report format using Times New Roman, size 12 with single line
spacing. All referencing must be in Harvard style. The approx. length is 1500 words.
References, diagrams etc. are extra. Your report must have a cover page with your student
name and ID. An outline of the report is given below.
Name and student ID of your negotiation partner;
A copy of marking criteria and standards;
A short introduction presenting your goals and priorities; and your negotiation approach
Rationale behind the final agreements presented as separate sections for the
agreements made;
1 Conclusion;
Reference list (containing at least 5 journal articles);
Appendices (if any)
If you wish to insert any diagrams, you must place them in the Appendices section and they
must not appear in the body of the report.
The assignment should be submitted in hard copy in Week 13. There is no need
to Turnitin.
Assessment of Part B:
Assessment will be based on the quality of both your decisions and the justifications of
your decisions. The main emphasis is on the level of understanding of underlying
concepts illustrated by the exercise as demonstrated by the report you will submit to Head
Office justifying the agreement you reach with Sydney. Marking criteria and
standards of Part B are included in the learning guide. A copy of the marking criteria and
standards is also attached on the next page .
Part C: Individual video of negotiated decisions (5%)
Detailed instructions for preparation and submission is available on the vUWS. Video is due
in week 14. Refer to the learning guide for the marking criteria and standards.
2Marking criteria and standards- Negotiation Exercise Part B
CRITERIA STANDARDS
Assessment
and
Identification
of multiple
issues of the
manufacturer
-retailer
relationship
e.g.,
participating
firms’
situation,
goals and
priorities
Does not
identify the
manufacture
r-retailer
relationship
issues while
negotiating
agreements
Very limited
assessment
and/or lack of
identification
of the
manufacturer
-retailer
relationship
issues while
negotiating
agreements
Satisfactory
assessment
and
identification
of the
manufacturer
-retailer
relationship
issues while
negotiating
agreement
s
Good
assessment
and
identificatio
n of the
manufactur
er-retailer
relationship
issues while
negotiating
agreements
Superior
assessment
and
identificatio
n of the
manufactur
er-retailer
relationship
issues while
negotiating
agreements
while
negotiating
agreement
s
0 1-2 3-4 5-6 7-8
Critically
analyse
negotiation
issues using
relevant
theory and
research
No or
minimal
linking of
B2B
marketing
concepts
provided in
justification
of the
decisions.
Limited use
of B2B
marketing
concepts/con
cepts
inaccurately
used in
justification
of decisions
Good use of
B2B
concepts but
concepts
superficially
discussed in
justification
of decisions
Very good
linking of
B2B
concepts to
justification
of decisions
Superior
application
of
B2Bconcept
s to
justification
of decisions
0 1-2 3-4 5-6 7-8
Reach
agreements
in negotiation
exercise and
provide
Justifications
of
agreements
No attempt
to state the
agreements
reached in
negotiation/t
he
agreements
stated are
not in line
with the
factors
suggested
in the
exercise.
No
justification
for the
agreements
provided.
An attempt
has been
made at
stating the
agreements,
but no
specific
decisions
made under
the
agreements.
Some
justification
for the
agreements
provided but
there is no
supporting
analysis or
evidence.
An attempt
has been
made at
stating the
specifics of
agreements.
However
there could
be errors
e.g.,
quantitative
aspects of
decisions.
Satisfactory
justification
for the
negotiation
decisions
supported by
analysis and
evidence
Good
attempt to
state the
negotiation
agreement
s.
Good
justification
for the
negotiation
decisions
supported
by analysis
and
evidence
Each
agreement
is a refined
statement
clearly
indicating
the specific
decisions
made.
Superior
justification
for the
negotiation
decisions
well
supported
by analysis
and
evidence.
0 1-2 3-4 5-6 7-8
3CRITERIA STANDARDS
Use of
negotiation
exercise
sources
Limited use
of provided
sources
Some use of
exercise
material
Satisfactory
use of
exercise
material
Good use of
exercise
material
Superior use
of exercise
material
0 1-2 3-4 5-6 7-8
Overall
expression,
choice of
language,
Layout,
Spelling,
grammar,
referencing,
and
presentation
Inadequate
presentation
Choice of
language
fails to
make
meaning
clear. Text
has many
errors of
referencing,
spelling and
grammar.
Simplistic
language.
Presentation
needs
attention.
Some errors
in
referencing,
spelling and
grammar
Satisfactory
report.
Layout shows
a clear and
integrated
writing
across all
parts of the
report. Minor
errors in
referencing,
spelling and
grammar.
An
interesting
report. Very
good layout
and minor
spelling and
grammar
errors.
Good intext citation
and a
diverse
range of
sources as
reference
material.
Effective
and
engaging
report.
Excellent
layout and
no spelling
and
grammar
errors.
Sources are
accurately
identified
and
referenced
in approved
style.
0 1-2 3-4 5-6 7-8
Part C
Student will be required to individually record a 3 minute video report on the negotiation outcomes, reporting as
though they are addressing their boss. For detailed instruction for preparation and submission of the video read
‘Negotiation video submission guidelines’ file.
Marking criteria and standards Part C
CRITERIA STANDARDS
Use verbal
delivery that is
suited to the
audience and text
Consistently uses excellent
volume, tone and pace.
Uses volume, tone and
pace that is appropriate
to audience and context
Demonstrates limited use of
volume and/or tone and/or pace
that is appropriate to audience and
context.
2.1-2.5 1.6-2.0 0-1.5
Make appropriate
use of visual aids
and media in
verbal
communication
Consistently uses appropriate and
good quality visual aids and/or
media in verbal communication
Makes some
appropriate use of
visual aids and/or media
in verbal
communication
Uses an inappropriate number
and/or quality of visual aids
and/or media in verbal
communication
2.1-2.5 1.6-2.0 0-1.5
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