1 NEGOTIATION SKILLS COURSE ASSESSMENT 2 ONLY TO BE SUBMITTED BY STUDENTS UNABLE TO ATTEND THE WORKSHOP (please note workshop during documents will not be released until all workshops are complete). Submission deadline without penalties is 01 June 2017. Please refer to the Programme Handbook under Section Three: Teaching Learning and Assessment for the Late Penalty Scheme and Word Count Limit. This course is being delivered through the Manchester Blackboard virtual learning environment. Therefore, all assessments must be submitted through Blackboard. If you have any technical difficulties in using Blackboard, please visit the University’s support page at: http://www.studentnet.manchester.ac.uk/blackboard Submitting your Assignment 1. For the main text, double or 1.5 spacing with a minimum font size of 12 must be used (Arial or other sans serif font) and be left-justified to aid accessibility and reading. 2. Please set the page size to UK A4. All pages must be numbered. 3. Please ensure to state the final word count on the front page of your work. 4. Assignments should be submitted in either Microsoft Office and/or PDF format (.doc, .docx, .pdf etc.). 5. File names should be kept simple and only contain alphanumeric characters (a-z0-9), spaces and underscores (e.g. Valid_filename_1.doc). Files with other characters such as apostrophes, brackets or commas may not be accessible by markers. 6. Please ensure you include your student number and the assignment reference (NS/Student Number/Jan17/2) in all submitted assignments. Failure to do this may lead either to a grade not being assigned or being wrongly assigned. 7. Assignments may be uploaded only once; substitutions are not permitted and students should therefore ensure that the version uploaded is their final submission. If you are experiencing any difficulty in uploading your assignment to Blackboard, please email a copy of the assignment and a screenshot of the error message immediately to your local centre/Student Adviser. IMPORTANT: ALWAYS RETAIN A COPY OF YOUR ASSIGNMENT 2 NEGOTIATION SKILLS COURSE ASSESSMENT 2 ONLY TO BE SUBMITTED BY STUDENTS UNABLE TO ATTEND THE WORKSHOP Please prepare a plan for the upcoming negotiation. You should prepare the assignment from the point of view of the seller, Euroland. This plan should include: 1. The seller’s BATNA, an estimate of the buyer’s BATNA , and an analysis of the interests of both the companies and the individuals involved in the meeting. List any concerns you may have with the email from MMI. (30 Marks) 2. An agenda for the meeting, plus an opening statement (often called an incentive statement) with approximate timings, assume the negotiation will last 90 minutes. The incentive statement should be no longer than 200 words, and should outline all of the key issues to be addressed during the meeting, and should be framed in such a way as to align with the interests of the buyer. (20 Marks) 3. You can attend with up to 4 colleagues from Euroland. How many people would you choose to take with you? What negotiation roles would you allocate to each (e.g. Chairperson, lead negotiator etc). (10 Marks) 4. What authority would you seek from Euroland in order to reach agreement (I.e. Would you want the power to agree a deal on the day or would you seek approval from further up the organisation) (10 Marks) 5. What negotiating strategy and tactics would you seek to employ in order to reach the most value creating agreement. (30 Marks) Word count 2500 +/-10% *Includes Tables