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(PDF) Using Role-Play in Online Negotiation Teaching

   

Added on  2021-01-02

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Negotiation Role Play &Summary 2
(PDF) Using Role-Play in Online Negotiation Teaching_1

Table of ContentsINTRODUCTION...........................................................................................................................1PRE-NEGOTIATION STAGE........................................................................................................11. DeGrandis' BATNA and Reservation Value...........................................................................12. Elite Sports Stars' BATNA and Reservation Value................................................................23. ZOPA Range and strategies implemented to create value from ZOPA..................................2REFERENCES................................................................................................................................4
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INTRODUCTIONNegotiation is a type of diplomatic approach adopted by a representative, generally callednegotiator, of a given business entity to advocate their terms and conditions in front of anotherparty with a motive to successfully accomplish desired outcomes essential to the success oforganisation (Ebner, 2014). However, it does not equate to completely foregoing the interests ofthe other party participating in the negotiating process. This summary report discusses the role-play as an agent representing DeGrandis Sporting Goods involved in negotiating an advertisingcampaign endorsement contract with Maria Sharapova's agency Elite Sports Stars for its tennisracquets.PRE-NEGOTIATION STAGEEvery negotiation requires proper planning of strategies, terms and conditions to ascertainthe maximum benefit that the negotiator can derive for its client through this advocacy processwith other party (Eco, 2013). Hence, Pre-negotiation stage includes allowing conflicted partiesinvolved in the discussion of a deal to understand each other's strengths and weaknesses,resolving disputes without incurring any risk or commitments. This stage analyses the BATNA,Reservation Value and ZOPA Range for both DeGrandis (Client) and Elite Sports Stars (OtherParty) along with recommending an optimal strategy to create a situation of maximum value forboth client and other party.1. DeGrandis' BATNA and Reservation ValueBest Alternative To a Negotiated Agreement or BATNA relates to a definite course ofaction that a negotiating party can choose in case the parties are unable to reach an agreementbeneficial to both of them. It is important to ascertain its BATNA before initiating any dialoguewith the other party (Hernández, 2014). As mentioned on its official website, DeGrandisSporting Goods 'star' advertising campaign has approached Serena Williams to endorse itsTennis Racquets product line.On the other hand, a Reservation Value refers to the least favourable point at which thenegotiated agreement shall stand accepted and is generally denoted as a numerical figure(Hughes and et.al., 2012). DeGrandis' Reservation Value comes to approximately $613,810(=$705880/1.15). This figure has been calculated by discounting contract fee by 15% that is1
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