What is your client’s BATNA? What is your client’s reservation value? 5. What is the other party’s BATNA? What is the other party’s reservation value? What is your thinking style preference form – monarchic, hierarchic, oligarchic, anarchic – and what is your thinking style scope – internal, external?

Your Task
You will engage in a negotiation for the sale and purchase of a commercial asset such as a
business or a piece of real estate.
Assessment Description
You may be nominated to represent the vendor and will receive email instructions from the
vendor company CEO including:
1. Appointment to represent the company as their agent for the sale of the commercial asset;
2. Specific details about the commercial asset;
3. Information about the status of current negotiations with an alternative potential purchaser;
4. Information about a new potential purchaser;
5. Contact details of the agent appointed to represent the purchaser.
Alternatively, you may be nominated to represent the purchaser and will receive email
instructions from the purchaser company CEO including:
1. Appointment to represent the company as their agent for the purchase of the commercial
asset;
2. Specific details about the commercial asset;
3. Information about alternative assets the company is considering purchasing instead;
4. Information about the vendor;
5. Contact details of the agent appointed to represent the vendor.

Attachments:

Page 1 Kaplan Business School Assessment Outline
Assessment 2 Information
Subject Code: MBA506
Subject Name: Thinking Styles, Negotiation and Conflict Management
Assessment Title: Negotiation Role Play & Summary
Assessment Type: Negotiation & Report
Word Count: 1,700 words (+/-10%)
Weighting: 30 %
Total Marks: 30
Submission: Via Turnitin
Due Date: Week 8
Your Task
You will engage in a negotiation for the sale and purchase of a commercial asset such as a
business or a piece of real estate.
Assessment Description
You may be nominated to represent the vendor and will receive email instructions from the
vendor company CEO including:
1. Appointment to represent the company as their agent for the sale of the commercial asset;
2. Specific details about the commercial asset;
3. Information about the status of current negotiations with an alternative potential purchaser;
4. Information about a new potential purchaser;
5. Contact details of the agent appointed to represent the purchaser.
Alternatively, you may be nominated to represent the purchaser and will receive email
instructions from the purchaser company CEO including:
1. Appointment to represent the company as their agent for the purchase of the commercial
asset;
2. Specific details about the commercial asset;
3. Information about alternative assets the company is considering purchasing instead;
4. Information about the vendor;
5. Contact details of the agent appointed to represent the vendor.
Page 2 Kaplan Business School Assessment Outline
Assessment Instructions

Stage 1: Pre-negotiation (1,000 words)
You must answer the following questions:
1. What is your thinking style preference form – monarchic, hierarchic, oligarchic, anarchic –
and what is your thinking style scope – internal, external?
Attach copies of completed Sternberg-Wagner Thinking Style Inventories.
2. Are your thinking style preferences – form and scope – optimal for conducting this
negotiation?
Explain your answer.
3. What adjustments (if any) could you make to adapt to a more optimal thinking style for this
negotiation?
4. What is your client’s BATNA? What is your client’s reservation value?
5. What is the other party’s BATNA? What is the other party’s reservation value?
6. What is the ZOPA range? What is your strategy for claiming the greater proportion of the
ZOPA?
Include at least five academic references from academic journals and textbooks.
.
Stage 2: Negotiation (300 words)
You must:
1. Enter negotiations with your counterpart for the sale and purchase of the commercial asset;
2. Maintain a communications log that captures the date, method, items discussed, and
outcomes of each communication.
Attach copies of any communications that confirm agreed price.
.
.
Stage 3: Post negotiation (400 words)
You must prepare a 1 page letter to your client advising the outcome of the negotiation.
Page 3 Kaplan Business School Assessment Outline
Important Study Information
Academic Integrity Policy
KBS values academic integrity. All students must understand the meaning and consequences
of cheating, plagiarism and other academic offences under the Academic Integrity and Conduct
Policy.
What is academic integrity and misconduct?
What are the penalties for academic misconduct?
What are the late penalties?
How can I appeal my grade?
Click here for answers to these questions:
http://www.kbs.edu.au/current-students/student-policies/.
Word Limits for Written Assessments
Submissions that exceed the word limit by more than 10% will cease to be marked from the point
at which that limit is exceeded.
Study Assistance
Students may seek study assistance from their local Academic Learning Advisor or refer to the
resources on the MyKBS Academic Success Centre page. Click here for this information.
Page 4 Kaplan Business School Assessment Outline
Assessment Marking Guide
Criteria F (Fail)
0%-49%
P (Pass)
50%-64%
CR (Credit)
65%-74%
D (Distinction)
75% – 84%
HD (High Distinction)
85%-100%
Mark
Pre-negotiation
Thinking style analysis
Non submission of thinking style
preferences. Optimal thinking style
preferences not discussed or
inaccurately identified. Insufficient
consideration of adaptations to
optimal thinking style preferences.
Personal thinking style preferences
identified but insufficient explanation
of optimal thinking style preferences.
Need to more effectively
contemplate potential for adaptation
to optimal thinking style preferences.
Reasonable examination of
personal thinking style
preferences with identification of
optimal thinking style
preferences supported by some
explanation. Reasonable
discussion of adaptations to
optimal thinking style
preferences.
Appropriate canvassing of personal
thinking style preferences with
accurate identification of optimal
thinking style preferences
supported by logical explanation.
Comprehensive discussion of
adaptations to optimal thinking
style preferences.
Fully considered personal thinking
style preferences with accurate
identification of optimal thinking style
preferences supported by thoughtful
explanation. Insightful and innovative
adaptations to optimal thinking style
preferences discussed.
/6
Pre-negotiation
BATNA & ZOPA analysis
Failure to identify either BATNAs,
either reservation values, or
ZOPA range. Illogical or poorly
explained strategy for claiming
the greater proportion of the
ZOPA.
Reasonably accurate identification of
both BATNAs, both reservation
values, and ZOPA range. Further
and more detailed contemplation
required for claiming the greater
proportion of the ZOPA.
Close to accurate identification of
both BATNAs, both reservation
values, and ZOPA range.
Strategy for claiming the greater
proportion of the ZOPA outlined
in sufficient detail.
Both BATNAs, both reservation
values, and ZOPA range
accurately identified. Logical
strategy for claiming the greater
proportion of the ZOPA well
explained.
Precise identification of both
BATNAs, both reservation values,
and ZOPA range. Innovative and
effective strategy for claiming the
greater proportion of the ZOPA
clearly articulated.
/6
Negotiation Poorly drafted communications
log demonstrating little to no
effort to implement strategy for
claiming the greater proportion of
the ZOPA and no adaptive
behavior in response to
negotiation process
developments.
Communications log indicates
reasonable implementation of
strategy for claiming the greater
proportion of the ZOPA but either
requires more detail or greater effort
in negotiation. Adaptive behavior in
response to negotiation process
developments are evident but could
have been stronger.
Competent implementation of
strategy for claiming the greater
proportion of the ZOPA
evidenced by communications
log. Sufficient adaptive behavior
demonstrated in response to
negotiation process
developments.
Communications log demonstrates
successful implementation of
strategy for claiming the greater
proportion of the ZOPA.
Negotiation process developments
met with adaptive behavioral
responses.
Detailed communications log
demonstrating effective
implementation of strategy for
claiming the greater proportion of the
ZOPA together with highly adaptive
behavior in response to negotiation
process developments.
/6
Post negotiation Report indicates negotiation not
successfully concluded or less
than 30% of ZOPA claimed.
Reasonably well drafted report
indicating successful negotiation with
over 30% of ZOPA claimed.
Competent report indicating
successful negotiation with over
50% of ZOPA claimed.
Well drafted report indicating
successful negotiation with over
70% of ZOPA claimed.
Clear and concise report indicating
successful negotiation with over 90%
of ZOPA claimed.
/6
Structure, Format and
Presentation
Answer not clearly and logically
presented. Appropriate theory
and research not used to answer
question posed. Correct
academic writing style not used,
including correct spelling,
grammar and punctuation.
Format of answer inconsistent
with question requirements and
KBS guidelines.
In-text referencing and reference
list does not follow Harvard style
and consistent with KBS
guidelines.
Answer logically presented. Some
appropriate theory and research
used to answer question posed.
Mostly correct academic writing
style used, including correct
spelling, grammar and punctuation.
Format of answer mostly consistent
with question requirements and
KBS guidelines.
In-text referencing and reference list
mostly follows Harvard style and
consistent with KBS guidelines.
Answer clearly and logically
presented. Appropriate theory
and research used to answer
question posed. Correct
academic writing style used,
including correct spelling,
grammar and punctuation.
Format of answer consistent with
question requirements and KBS
guidelines.
In-text referencing and reference
list follows Harvard style and
consistent with KBS guidelines.
Answer clear, concise and logically
presented. Appropriate theory and
additional research used to answer
question posed. Correct academic
writing style used, including correct
spelling, strong grammar and
punctuation. Format of answer
consistent with question
requirements and KBS guidelines.
In-text referencing and reference
list follows Harvard style and
consistent with KBS guidelines.
Answer clear, concise, effective, and
logically presented. Appropriate
theory and comprehensive research
used to answer question posed.
Correct academic writing style used,
including correct spelling, advanced
grammar and punctuation. Format of
answer consistent with question
requirements and KBS guidelines.
In-text referencing and reference list
follows Harvard style and consistent
with KBS guidelines.
/6
Comments: /30