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Assignment Instructions:
Assignment Reference NSKS/StudentNumber/Jul22/A2
Due Date 20 November 2022
Word Count 2,000 +/-10 % (word count includes any tables used!)
Weighting 50%
File Format MS Office or PDF
Submission Details Turnitin – instructions provided on Blackboard
Assignment Question:
ANSWER ALL QUESTIONS
Guidance Notes
This is to help you to understand exactly what is required to achieve the best grade in
this assignment.
Each question starts by asking you to explain what the current process is in the
company. It is very important that you clearly differentiate between that which is
currently undertaken versus that which you propose! The best papers separate the 2
sections, and clearly list their recommendations for change, and most importantly why,
based upon referenced articles.
We award equal marks for the description of current processes and for your
recommendations, so it is important to be precise about what happens now.
Very often, students will just write that there are no processes, without thinking about
informal processes which are used but not necessarily written down. If there are
genuinely no processes at all, which is very rare, it would add value to assess why this
might be the case.
In Q1 there has been some confusion about differentiating between sales and
negotiation training. What we mean by this is that you must not assume that sales
training is relevant to negotiation, and the best papers analyse what is available
against what we have taught as negotiation skills techniques.
Question 1
Describe the process by which your company:
a) Chooses and
b) Trains its negotiators.
Give details of and critique existing processes, or the lack of thereof, within the
company which relate to training in negotiation skills. How does your organisation
select members of their negotiation team/s and how do they assess (or not) their
relevant skills?
Make recommendations as to how each of the above processes could be improved
and why these changes could lead to improved outcomes?
JULY 2022 SEMESTER – ASSIGNMENT QUESTIONS
Page 2 of 2
If they do not have processes to choose and train negotiators, suggest how they might
put them in place, and provide relevant detail of the proposed processes based on
pertinent recommendations in the learning material and the literature.
(25 Marks)
Question 2
Explain and critically discuss the process which your company currently undertakes
before any significant negotiation. Recommend ways to improve it, and support your
recommendations by evidence from your learning in this unit.
(20 Marks)
Question 3
Explain and critically analyse your company’s post negotiation review process. (This
does not include reviewing the implementation of any agreement, rather the review of
the negotiation process itself.) In case they don’t have one, present best practice based
on your learning.
Explain why it is so important to review the negotiation process, and propose
improvements tailored to your organisation’s needs with supporting references.
(20 Marks)
Question 4
Use the example of a negotiation in which you have personally participated to illustrate
how your company negotiates. It is important to include some detail around what
happened, rather than generic comments.
Suggest ways in which this could be improved and why?
(25 Marks)
Referencing: 10 Marks
*Question 4 In the unlikely event that you have no personal experience (and this could
include your job interview), then interview a more experienced colleague. You can use
either an external or internal example.
Word Count: 2,000* +/-