Assignment 4: Gambits to Look Out For Due Week 7 and worth 160 points You are negotiating a major contract with the federal government for a G.P.S. Navigation system that only your company makes. The product has been battle tested in numerous actual war time conditions during the past few years. You are the lead negotiator for your company. You know that the individual representing the U.S. Government is adept at saving the government money on acquisitions of high tech equipment that companies like the one you represent make. Write a two to three (2-3) page paper in which you: 1. Discuss the critical behaviors that you should be mindful of during the negotiating process with the industry members in the scenario. Justify your response. 2. Compare the fundamental differences between negotiating contracts with the federal government and a personal negotiation in which one is purchasing a new home or a new car. 3. Discuss five (2) skills mentioned in Chapter 26 in the text that you believe would be critical for your success negotiating contracts with the federal government. Provide support for your rationale. 4. Use at least four (4) 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  Distinguish contracts and purchasing negotiation activities.  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: 160 Assignment 4: Gambits to Look Out For Criteria 1. Discuss the critical behaviors to be mindful of during the negotiating process with the industry members in the scenario. Justify your response. Weight: 25% 2. Compare the fundamental differences between negotiating contracts with the federal government and a personal negotiation in which one is purchasing a new home or a new car. Weight: 30% 3. Discuss two (2) skills mentioned in Chapter 26 in the text that you believe would be critical for your success negotiating contracts with the federal government. Provide support for your rationale. Weight: 30% 4. 3 References Weight: 5% Unacceptable Below 60% F Did not submit or incompletely discussed the critical behaviors to be mindful of during the negotiating process with the industry members in the scenario. Did not submit or incompletely justified your response. Did not submit or incompletely compared the fundamental differences between negotiating contracts with the federal government and a personal negotiation in which one is purchasing a new home or a new car. Did not submit or incompletely discussed two (2) skills mentioned in Chapter 26 in the text that you believe would be critical for your success negotiating contracts with the federal government. Did not submit or incompletely provided support for your rationale. No references provided Meets Minimum Expectations 60-69% D Insufficiently discussed the critical behaviors to be mindful of during the negotiating process with the industry members in the scenario. Insufficiently justified your response. Insufficiently compared the fundamental differences between negotiating contracts with the federal government and a personal negotiation in which one is purchasing a new home or a new car. Insufficiently discussed two (2) skills mentioned in Chapter 26 in the text that you believe would be critical for your success negotiating contracts with the federal government. Insufficiently provided support for your rationale. Does not meet the required number of references; all Fair 70-79% C Partially discussed the critical behaviors to be mindful of during the negotiating process with the industry members in the scenario. Partially justified your response. Partially compared the fundamental differences between negotiating contracts with the federal government and a personal negotiation in which one is purchasing a new home or a new car. Partially discussed two (2) skills mentioned in Chapter 26 in the text that you believe would be critical for your success negotiating contracts with the federal government. Partially provided support for your rationale. Does not meet the required number of references; Proficient 80-89% B Satisfactorily discussed the critical behaviors to be mindful of during the negotiating process with the industry members in the scenario. Satisfactorily justified your response. Satisfactorily compared the fundamental differences between negotiating contracts with the federal government and a personal negotiation in which one is purchasing a new home or a new car. Satisfactorily discussed two (2) skills mentioned in Chapter 26 in the text that you believe would be critical for your success negotiating contracts with the federal government. Satisfactorily provided support for your rationale. Meets number of required references; all references Exemplary 90-100% A Thoroughly discussed the critical behaviors to be mindful of during the negotiating process with the industry members in the scenario. Thoroughly justified your response. Thoroughly compared the fundamental differences between negotiating contracts with the federal government and a personal negotiation in which one is purchasing a new home or a new car. Thoroughly discussed two (2) skills mentioned in Chapter 26 in the text that you believe would be critical for your success negotiating contracts with the federal government. Thoroughly provided support for your rationale. Exceeds number of required references; all 5. Clarity, writing mechanics, and formatting requirements Weight: 10% More than 8 errors present references poor quality choices. 7-8 errors present some references poor quality choices. 5-6 errors present high quality choices. 3-4 errors present references high quality choices. 0-2 errors present Negotiating Principles Chapter 26 Get the Other Side to Commit First Power Negotiators know you're usually better off if you can get the other side to commit to a position first. Several reasons are obvious: 086 Their first offer may be much better than you expected. 087 It gives you information about them before you have to tell them anything. 088 It enables you to bracket their proposal (see Chapter 1). If they state a price first, you can bracket them, so if you end up splitting the difference, you'll get what you want. If they can get you to commit first, they can then bracket your proposal. Then if you end up splitting the difference, they get what they wanted. To a neophyte negotiator, this may sound all wrong. Let's say that you have a neighbor who has a motorboat parked in his driveway. He's lived there for five years, and you can't recall him ever taking it out on the lake. If you can get it for a good price, you'd consider buying it. Asking him how much he wants for his boat may seem like a bad idea. What if he gets the impression he has a live one on his hands and deliberately inflates the price? Let's say a fair price is $10,000, but you're hoping to steal it for $5,000. When you approach him, he gets greedy and says, "That boat is in brand-new condition. I haven't even taken the cover off it in five years. I wouldn't take a penny less than $15,000." You could argue that, in letting him state his price first, you have expanded the negotiating range and made it harder for you to reach your goal. You can't even bracket that range. If he wants $15,000 and you're willing to pay only $5,000, you'd have to ask him to pay you $5,000 to take it off your hands to accurately bracket. If it seems that getting him to go first was a mistake, you're forgetting that you can do several things to get him to modify that opening offer without having to state your offer first. You can use these approaches: 089 Plead poor. "Mike, I don't think for a moment that I can afford to buy your boat from you, but I did notice that you never use it, and I thought you might just want to sell it to me at a giveaway price." 090 apply the pressure of Higher Authority. "Mike, my wife is going to kill me for even asking you this, but . . . . " 091 Use the power of competition. "Mike, I've been looking at a boat similar to yours that seems like a real bargain, but before I go ahead I thought I'd see what you would want for yours." By using these approaches, you modify Mike's aspirations without having to commit to a position. The less you know about the other side or the proposition that you're negotiating, the more important the principle of not going first becomes. How the Beatles Went First and Lost Millions If the Beatles' manager Brian Epstein had understood this principle, he could have made the Fab Four millions more on their first movie. United Artists wanted to cash in on the popularity of the singing group, but was reluctant to go out on a limb because the studio didn't know how long the Beatles would be popular.