A3 Position paper (pdf) for final negotiation (30 pts) - Upload your position paper (pdf) by 08.30, 22 May
Assignment 3: Position paper for final negotiation (30 pts)
This group assignment requires you to prepare a position paper for your final team negotiation (5 pages + plus appendices), which shows your assessment of the negotiation situation and the planning that you have done in preparation for this negotiation.
It should include:
about your company: business aims, key success factors, etc.
- your assessment of the
business environment: the market, market trends, competitors, etc.
- an assessment of the other party (TOP): their power, their needs, their objectives
- your goals (BATNA / ZOPA/ ideal goal / bottom line/ realistic expectations)
- your game plan (strategy) for the final negotiation
- any relevant calculations (projected revenues, sales targets, margins, discount models, purchase and sales prices etc)
Length: 5+ pages (single-spaced) plus
Please upload your position paper for the final negotiation (pdf) here by 08.30, 22 May. Thanks.
Please check the evaluation rubric available in this submission box before starting to work on the assignment and again before you submit.