Stuhlmacher, A., & Adair, B. (2014). Chapter 10: Personality and negotiation. In Benoliel, M. (Ed.), Negotiation excellence: Successful deal making. 2nd. Ed. Hackensack, NJ: World Scientific Publishing Company. [EBSCO eBook Collection]

After reading this assignment, prepare a 3- to 4-page paper in which you discuss the extent to which you agree that being prepared to interact empathically and congenially and to apply the concept of mutuality with those at the negotiating table is key to preparing for success in any negotiations.

Explain your reasoning, give some examples and offer some theoretical support from your readings. Draw on the background readings and search in the Trident Online Library to find some papers/articles to support your argument and show them in the reference list.

Upload your assignment to the Case 1 Dropbox. Be sure to review your TurnItIn Originality report. If the score is over 20%, you may not be writing in your own words, and you will need to contact your professor and arrange to revise and resubmit your assignment.

Assignment Expectations

The Case papers in this course will be evaluated using the criteria as stated in the Case rubric. The following is a review of the rubric criteria:

• Assignment Requirements: Does the paper directly address all aspects of the assignment? Have the assignment instructions been followed closely?
• Critical Thinking: Does the paper demonstrate a collegelevel of analysis, in which information derived from multiple sources has been critically evaluated and synthesized in the formulation of a logical set of conclusions? Does the submission demonstrate that the student has read and understood the background materials for the module and can apply them to the assignment?
• Writing and Assignment Organization: Is the essay logical, well organized, and well written? Are the grammar, spelling, and vocabulary appropriate for college-level work? Are section headings included? Are paraphrasing and synthesis of concepts the primary means of responding, or is justification/support instead conveyed through excessive use of direct quotations?
• Use of Sources and Mechanics: Does the submission demonstrate that the student has read and understood the background materials for the module and can apply them to the assignment? If required, has the student demonstrated effective research, as evidenced by student’s use of relevant and quality sources? Does the student demonstrate understanding of a consistent (e.g., APA) style of referencing, by inclusion of proper citations (for paraphrased text and direct quotations) as appropriate? Are appropriate sources from the background material included? Have all sources cited in the paper been included on the Reference page?
• Timeliness: Has the assignment been submitted to TLC (Trident’s learning management system) on or before the module’s due date?

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Imagine that you are about to shift production / manufacturing operations of your recent start-up company from overseas back to the U.S.  Your new U.S. division will take over the production of a recently launched children’s travel product (a line of plush characters with pockets and zippers which attaches to the shoulder harness of a child’s seat belt while travelling in a car or on an airplane).  Although you and a partner recently invented this product in Massachusetts, for the past 2 years you have fully manufactured in China and you have long wanted to bring it back “home” so your social media team could tout that it is “Made In America.”  

Your decision to bring manufacturing to the U.S. has given you the opportunity to potentially employ an additional 100 office, management, sales and factory employees (who will cut and sew your new travel product and help you grow your domestic operations).  

What are the core ethical values that you would want to inspire and guide your employees from “day one?”  One might phrase those “core values” as a function of specific stakeholders (such as: “honesty and courtesy toward investors / shareholders,” or “maintaining a level playing field for your supplies of fabric” or “conducting your operations in an environmentally sensitive way.”   

 

 

 

 

 

1.0.001: Recognition – Describes the dilemma(s) in detail, pertinent facts. view longer description threshold:  2 pts	Exceeds Expectations 2 pts Meets Expectations 1 pts Does Not Meet Expectations 0 pts	2 pts
1.0.002: Recognition – Indicates why the issue is an ethical dilemma. view longer description threshold:  2 pts	Exceeds Expectations 2 pts Meets Expectations 1 pts Does Not Meet Expectations 0 pts	2 pts
1.0.003: Recognition – Identifies the stakeholders’ positions on the dilemma. view longer description threshold:  2 pts	Exceeds Expectations 2 pts Meets Expectations 1 pts Does Not Meet Expectations 0 pts	2 pts
1.0.004: Recognition – Identifies applicable laws and policies germane to the dilemma. view longer description threshold:  2 pts	Exceeds Expectations 2 pts Meets Expectations 1 pts Does Not Meet Expectations 0 pts	2 pts
1.0.005: Analysis – Selects the appropriate ethical framework(s) to analyze the situation(s). view longer description threshold:  2 pts	Exceeds Expectations 2 pts Meets Expectations 1 pts Does Not Meet Expectations 0 pts	2 pts
1.0.006: Analysis – Applies the ethical framework to analyze alternatives and their respective (near and long-term) consequences. view longer description threshold:  2 pts	Exceeds Expectations 2 pts Meets Expectations 1 pts Does Not Meet Expectations 0 pts	2 pts
1.0.007: Analysis – Develops recommendations to preclude the reoccurrence of the dilemma. view longer description threshold:  2 pts	Exceeds Expectations 2 pts Meets Expectations 1 pts Does Not Meet Expectations 0 pts	2 pts
1.0.008: Actions/Implementation – Students understand his/her rights and methods for reporting ethical dilemmas. view longer description threshold:  2 pts	Exceeds Expectations 2 pts Meets Expectations 1 pts Does Not Meet Expectations 0 pts	2 pts
1.0.009: Actions/Implementation – Students know the organizational methods/mechanisms for reporting unethical behavior. view longer description threshold:  2 pts	Exceeds Expectations 2 pts Meets Expectations 1 pts Does Not Meet Expectations 0 pts	2 pts
Total Points: 18

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