your analysis and negotiation coaching recommendations for executive leadership must address the following critical elements
I. Summary. The purpose of this section is to prepare the chief human resources officer for entering the arena of this particular negotiation. Be sure to:
A. Summarize the negotiation fact pattern the chief human resources officer (CHRO) would need in advance of the negotiation.
B. Describe the types of power (positional, information, reward, coercive, social , charismatic ) the CHRO has and how they are important to this particular negotiation.
C. Describe appropriate alternatives that the CHRO would want to consider in the event that an agreement is not reached. In other words, what is the CHRO’s BATNA? Does s/he have more than one?
II. Cultural Analysis Overview
A. What inferences can you draw about the company’s organizational culture based on how it reacts to an employee leaving? Support your reasoning with specific examples.
B. Describe what cultural assumptions drive the organization’s policy decisions. Support your response with examples.
C. Explain how you would use these assumptions to engage in a severance negotiation that would result in the most beneficial outcome for the company. Support your explanation with effective examples.
III. PIOC Analysis Overview
A. Formulate appropriate phrasing for the CHRO’s opening remarks that separate the people from the problems. Your phrasing must be based on principled negotiation practices.
B. Identify case-specific negotiating positions and rephrase them as interests. For example, you could use a table to illustrate each position and the appropriate rephrased interest (one row per position-interest).
C. Recommend options that can appropriately address the parties’ integrative interests. Feel free to consider potential creative options that may not be as common.
D. Identify objective criteria that can be used to measure distributive elements of the negotiation. Explain the reasoning for your choices.
IV. Communication Strategies
A. Identify examples of effective overt communication that could be used in this negotiation. Explain the reasoning for your choices. For example, when hearing a proposal from the executive that would be risky from a human resources perspective, how would you respond? Why?
B. Identify situations where tacit communication is important to this negotiation. Provide examples of how you might use such communication in upcoming meetings. For example, if you are making an offer to the executive, what non-verbal cues can you provide to let him/her know the offer is final and you would not be open to negotiating further?
C. Contrast the benefits and risks of using overt and tacit communication methods with respect to this negotiation. For example, might one particular method be more appropriate than the other? Why?
V. Negotiation Tactics and Strategies
A. Summarize potential negotiating gambits that could advance a distributive negotiating agenda in this situation. For example, what might you say to persuade the other party to stop asking for concessions?
B. Recommend which specific gambits would be most appropriate for advancing your agenda in this negotiation. Explain your reasoning.
C. What tactics would you advise the negotiator to avoid in this case? Explain your reasoning.
Summary and Cultural Analysis Overview
In Module Three, you will submit a draft of Section I: Summary and Section II: Cultural Analysis Overview of the final project. You will submit this draft to your instructor for review and feedback. This milestone will be graded with the Milestone One Rubric.
: People, Interests, Options, Criteria (PIOC) Analysis Overview and Communication Strategies
In Module Six you will submit a draft of Section III: People, Interests, Options, Criteria (PIOC) Analysis Overview and IV: Communication Strategies of the final
pr oject. This milestone will be graded with the Milestone Two Rubric
An Analysis and Negotiation Coaching Recommendations for Executive Leadership
Module Ten , you will submit your final project. It should be a complete, polished artif act containing all of the critical elements of the final product. It should
reflect the incorporation of feedback gained throughout the course. This submission will be graded with the Final Project Rubric (