ASSIGNMENT # 4 BuAd 201 Negotiation Script Updated April, 2023
Note: In this assignment as in all four assignments, FCCR refers to the
Foundations of Collaborative Conflict Resolution manual (16th edition) and NM
refers to the Negotiation Fundamentals: Collaborative Problem Solving
manual (11th edition).
Read the assignment through before you start working on it in order to get an
overview of what is required and the material to be covered.
1. Choose one of the Negotiation Role- Play Simulations from the Simulations Table
of Contents on page 41 of the Negotiation Manual, other than
Landlord/Tenant, Logging Operation, Moving Back Home, and Business
Partnership.
Note that the Simulations are listed twice, each from a different person’s point of
view. You will be playing the role and representing the point of view of the person
whose point of view is found for that person on pages 49 to 56 (excluding Used
Car: A’s Point of View on p. 49) of the Negotiation manual.
Also Note: “A Couple Separates: F’s point of view” has been omitted in the top
listing of the simulations. If you choose this simulation, note that F’s point of view
is set out on page 43 and that there is a typo in the second paragraph under F’s
point of view in the second column on page 43, in that where it refers to F in two
places, it should read G. These are “ … you have felt pressure from F (should be
G)” and “F (should be G) did pay for the rent…
STOP: DID YOU READ THE ABOVE CAREFULLY? MAKE SURE THAT YOU
DON’T USE ANY OF THE ABOVE EXCLUDED SIMULATIONS FOR THIS
SCRIPT AND THAT YOU CHOOSE THE POINT OF VIEW FOR THE PERSON
YOU WILL BE REPRESENTING.
You will need to read each person’s point of view for the chosen Simulation in
order to be able to develop the script reflecting the position of each person. At the
top of your script identify which Simulation you have chosen by title and page
number. Put your name at the top of the Script.
For ease in marking, submit your assignment script, your preparation outline
and your self- assessment in one document through Moodle on or before the
assignment due date. Don’t forget to put your name on your assignment. Your
role play and self assessment is out of 70 points and is worth 10 percent of
your grade.
Downloading and Completion Instructions
1. Please download and save this assignment as it is, including instructions.
2. Use the saved document to answer each question immediately after the
question, and then save the completed document and upload it to me. This
way you have the questions right in front of you while answering them, and I
have the question and number of marks for the question in front of me in
marking.
3. Please do not use the tracking tool in completing the assignment! It is not
necessary to highlight your answers in different colored font or by using
bolding.
4. Please do not change the font style or size or change the line spacing.
Your answers need to be thoughtful, detailed and complete for full marks. A short
simple answer will not result in a full mark for each question.
Please name and save your document with your last name followed by a space,
your given name, the course number and the assignment number.
Example – for Assignment 1, if your name was Douglas Anderson, you would
name the document: Anderson Douglas 201 Assign 1. The document type
should automatically be entered by your software program.
FAILURE TO FOLLOW THE ABOVE INSTRUCTIONS MAY RESULT IN YOU
BEING REQUIRED TO RE-DO THE ASSIGNMENT OR TAKE A PENALTY IN
LOSS OF MARKS.
2. Complete a Preparation Outline in the format set out below. Think about the
Preparation Questions on page 12 of the Negotiation manual as you complete
the Preparation Outline. These questions are not to be answered separately as
part of the assignment, they are merely to help you think about the questions in
the Preparation Outline.
In completing the Preparation Outline, make sure you understand the meaning
of the terms used such as reasons, issues, interests, options, information,
BATNA, objective criteria and assumptions. The meanings can be found in the
Negotiation manual in the description of each Stage and in Appendix A.
Marks will be allocated as indicated on the form (20 pts.). This outline should
be the basis for writing your script. For instance, the issues, interests, options
and objective criteria that you set out in the outline should be include as a basis
for your script. Your answers should be more than just one or two words so I can
understand what you say and mean.
3. In writing your script, use a collaborative approach, the goals of each Stage are
summarized on page 11 of the Negotiation manual and are expanded on in the
full explanation of each Stage that follows. These goals will be the basis of the
activity in paragraph 7 below where you will be tested on them. You can add such
additional information in your script to the basic facts given in the scenario as you
feel necessary in order to develop your script, such as in answer to many of the
Preparation Questions referred to in the preceding question, however the
reasons for the negotiation, the issues to be negotiated and the interests of
each party are to be found in the facts given in the scenario. Do not rewrite
the scenario.
4. Write a script of the Informal Conversation you would have with the other person
to resolve the negotiation as set out in the scenario you have chosen. The script
should be in the form of a conversation between the two parties in the conflict.
Such as this format:
Rob: Hi John, I was thinking maybe we could meet somewhere to further
discuss some specifics about the trip to the Grand Canyon we are planning for
September .
John: Hi Rob. Sure, I can stop by the house after work tonight but I have to be
somewhere by 6pm so we will have to be quick.
Rob: Tonight would be convenient for me but it might be better for us to meet at
another time when neither of us is pushed to be elsewhere. I’m thinking about
that coffee shop on Front Street with the outdoor patio? We could meet there for
coffee tomorrow morning since it’s Saturday and enjoy the sunshine while we
chat.
You are to divide your script into four sections, using the 2nd to 5th Stages of
the Negotiation Model from p. 14 – 26 of the Collaborative Negotiating Model as
section headings, as found in the Negotiation manual. This is to be done in your
script. Do not use the Preparing to Negotiate Stage 1 of the model in your script.
Note: Your script is to be included in this assignment document along with
yourself- assessment. DO NOT SUBMIT IT IN A SEPARATE DOCUMENT
5. In writing the script, show how you might deal with the other party’s (not your
own) unfair tactics, resistance or other lack of cooperation in your script as it
progresses. The script should reflect each person’s point of view and result in a
role play about 10 minutes long reading time. (A shorter length script may not
enable you to develop a full collaborative approach incorporating the skills
and approaches required for the assignment, resulting in a lower mark).
6. Marks will be assessed using these seven criteria.
a) Ability to develop and maintain a collaborative atmosphere and/or
approach
b) Ability to clarify, frame, track, link and fractionalize appropriate issues
c) Identification of interests (self and others)
d) Ability to develop and encourage greater understanding and reduce
interpersonal conflict
e) Ability to identify and use objective criteria, if applicable
f) Ability to make progress on negotiable issues.
g) Ability to Develop Options based on Interests and Criteria
Allocation of marks will be based on four skill levels in each criteria in order from
limited to strong ability: 0-1, 2, 3-4, 5 (35 pts.)
7. Complete the following self assessment of your script by answering the following
questions. In doing so, consider the Goal of each of the relevant Stages you are
discussing. (15 points) NOTE: in answering these Self Assessment questions,
please download the question and then provide your answers after each
question, such that you have the question in front of you for answering and I
have it and the marks in front of me in marking. This way it does not affect the
formatting when I make comments in the assignment.
a. (i) Firstly, explain what each of a Collaborative Atmosphere and a
Collaborative Style is and how they differ. (p. 14) (2)
(ii) Then explain by reference to specific examples from your script of
statements you made to set each of the Context and the Framework (process)
for the negotiation (p. 15) (2) See Stage 2 p. 14 - 15 of the NM.
b. Read and consider the goal of Stage 4 and then do the following:
(i) Explain the difference between common, complementary and competing
interests as they relate to interest- based negotiation. (2)
(ii) Explain the difference between a person’s interests and positions, and then
discuss two tactics a negotiator can use to change the focus of a person from
positions to interests without attacking the person. Stage 4 p. 17-19 (2)
c. What incidents or factors (at least four) in your script moved the negotiation
forward in Stage 5? Discuss your ability to make movement towards an
agreement based on the interests of both parties, options, objective criteria,
BATNA and/or WATNA by reference to specific examples of how you used
these in your script. (4 marks)
d. What are your own overall negotiating strengths? What areas do you want
to improve on? This question is unrelated to the previous questions. (3 marks)
Preparation Outline
Prepared by ___________________(your name) representing point of view of
_______in Role Play on page # ____ of Negotiation manual.
Marks as indicated in each section : 20 marks total.
Answers are to be given in a statement that clearly identifies what you mean, not just a
two or three word statement.
Tip: See below and in the manuals the definitions of the terms used in this outline before
you embark on it.
#1 Reason of each party for Negotiating (2)
Your reason:
Other person’s reason:
#2 State at least two of the Negotiable Issues to be negotiated. These should be stated in
the form of a question. ‘Negotiable issues’ means issues that both sides recognize as
issues they are willing to negotiate and that need to be resolved, rather than issues
needing only an exchange of information exchange or that help to provide context for the
problem. A “why” question does not lead to a negotiable issue. (2)
Issue A.
Issue B.
#3A State two Interests of each of the #3B State two Interests of each of the
parties directly related to Issue A in spaces parties directly related to Issue B in spaces
below. (3) Individual interests must be below. (3) Individual interests must be
different for each issue and Common different for each issue and Common
Interests must be different than individual Interests must be different than individual
interests and different for each issue. interests and different for each issue.
My Interests Common Other My Interests Common Other
(two) interests person’s (two) Interests person’s
(two) Interests (two) Interests
(two) (two)
#4 Potential options for the negotiable issues (at least two options for
each issue) (2) Options: solutions that can be chosen to solve the problem or issue being
negotiated. An option is a specific alternative course of action. It is not an agreement to
agree on something in the future.
Potential Options for Issue A Potential Options for Issue B
1. 1.
2. 2.
#5 Two pieces of information relevant to the issues not provided in the scenario that I
need to obtain before the negotiation (1)
1.
2.
If Negotiation Fails – what would be your BATNA and WATNA?
Explain your BATNA and WATNA and why you think it is the best or worst alternative
to reaching a negotiated settlement. You should introduce your BATNA in the Building
Agreement stage of your script as part of your strategy
#6A My BATNA (2) #6B My WATNA (2)
Why is it the best alternative Why is it the worst alternative
#7 Identify two Objective Criteria that you need to obtain before negotiation. Be specific
as to what issue each of your answers would be used to decide. (2)
1.
2.
3.
#8 Assumptions: (1) What are at least two of my assumptions about other party’s
intentions and perceptions that I need to check out. Each assumption should be about a
different subject matter.
1.
2.
Note: this outline assumes there are at least two issues and two parties.
Adapted from 2021, Justice Institute o British Columbia, Centre for Conflict
Resolution
ADDITIONAL SUGGESTIONS FOR ASSIGNMENT 4
Class, in response to requests for greater guidance in completing Assignment #4
than is provided in the above Assignment instructions, I offer the following
suggestions.
Read the instructions carefully to make sure you understand what is being asked
for in the assignment. You will find the key points in the instructions and material
referred to therein. Assignment #3 covered the basic skills, terms and concepts
to be used in preparing the Preparation Outline and the script. Review your
completed assignment 3 and my comments, if any, to help you better understand
the skills, terms and concepts. My comments below relate to the corresponding
paragraph numbers of the Assignment #4 instructions.
1. Once you have chosen the role play scenario from the Negotiation Manual (NM)
that you are going to use, read each person’s point of view a couple of times to
understand the facts as presented. Note that the point of view of each party is given on
different pages. You will be playing the role and representing the point of view of
the person whose point of view is found for that person as set out in paragraph 1
of the above instructions.
2. The Preparation Outline is worth 20 points or 28% of your mark. I suggest that
you use the Preparation Questions referred to in paragraph 2 of the instructions to
complete the Outline.
a. You will find the reasons for the negotiation and the issues in the facts.
b. Reasons are different than Issues and Interests.
c. Issues are the identified topics (usually stated in the form of a question) that the
parties determine should be resolved by negotiation. See how “ issues” is defined in the
texts.
d. I suggest that you understand what all the terms in the Preparation Questions
mean before you start, using the definitions in the manuals as they relate to conflict
resolution and negotiation, whereas dictionary definitions many not. You should follow
your preparation outline in writing the script.
3. You will be marked on how well you demonstrate use of the Collaborative
Negotiation Model summarized in the Neg. Manual. Marks will be assessed using the
seven criteria set out in paragraph 6 above.
4. For the self assessment, this is where you explain to me how and where you
applied the identified skills and concepts in your script. When asked for reference to
these aspects or examples in your script, copy examples of the words used in your script
into your answer. Your answers should disclose thought, reflection and effort worth the
indicated marks, not just a few sentences in general terms.
LASTLY, if you need additional assistance on this assignment, contact me
before the due date.
5. In completing the Preparation Outline, keep these Definitions of Terms in mind.
Collaboration is about being empathic, assertive and interest-based
Empathy: responding to another with the goal of understanding his or her experience. A
specific communication skill that acknowledges understanding of both the emotion and the
meaning contained in a speaker’s message.
Being empathic means to listen, comprehend meaning, acknowledge feelings, question
positions and assumptions, and to seek to understand the other party’s reasoning. Empathy
needs to be demonstrated or communicated to the other person. P. 46 Neg. manual
Being assertive means to express thoughts, feelings, perceptions and to clarify, probe for,
and express interests rather than positions
Interests: various concerns, goals, hopes, and fears an individual holds. The collection of
interests related to the specific conflict, the relationship or the process in which disputants are
involved.
Framing: the way one conceptualizes or expresses their perception of a situation or
experience. Framing includes the thoughts, feelings, and actions associated with that
perception.
Issues: the identified topics or discussion areas that parties in conflict recognize as
being important to them, and that they must address and resolve to reach resolution.
They should be stated in the form of a question to be answered by the parties.
‘Negotiable issues’ means issues that both sides recognize as issues they are willing to
negotiate and that need to be resolved, rather than issues needing only information exchange
or that help to provide context for the problem.
Position: a solution introduced by a person that benefits that person but does not take the
other person’s interests, values and needs into consideration.
Assumptions: To assume is to take something for granted. An assumption is that which is
assumed or taken for granted, a supposition. Assumptions are stated as: I assume that X …
A BATNA is something you can do without negotiating or accepting a deal with this negotiator.
It is something you can do on your own – your walk-away option. . It is your best option or
alternative if you are not able to reach an agreement. A BATNA is the “best” of two or more
alternatives, it not a choice of two or more alternatives. See p. 6 & 7 and 38-40 of Neg.
manual.
Reason: A motive or cause for action, belief, thought etc.; an explanation for or defence of an
action, belief, thought, etc. justification; A reason seeks to explain or justify an action by citing
facts, circumstances, inducement, and the like, together with the workings of the mind upon
them;
The purpose of an action is the effect that it is intended to produce; Its motive is the inner
impulse that sets it in motion and guides it;
Objective criteria or independent standards are impartial standards or values used in
negotiation to settle issues that cannot be agreed on. They are standards both parties agree
as fair and reasonable, such as fair market value determined by appraisal, flipping a coin,
industry practice, precedent, law, other offers, comparables, scientific evidence etc. You
should introduce objective criteria in your preparation for negotiating. See p. 34 -35 Neg.
manual.
Options: solutions that can be chosen to solve the problem or issue being negotiated.
