MGT/557 Version 1 / 2
University of Phoenix Material
Negotiation Plan
This week, you may choose from two different assignment options. Each option requires you to apply negotiation principles presented throughout the course.
Option 1: Capital Mortgage Insurance Corporation Case Study
Capital Mortgage Insurance Corporation (CMI) is planning to acquire Corporate Transfer Services (CTS). Discussions with CTS stockholders were promising and CMI is preparing to make an offer to purchase CTS. CMI needs a plan for conducting negotiations with CTS.
Read the case study, Capital Mortgage Insurance Corporation (A) found in Negotiation: Readings, Exercises, and Cases.
Review the planning processes outlined in Ch. 4 of Negotiation.
Write a negotiation plan of no more than 2,500 words that includes the following:
· Define the issues and define how bargaining should progress, including the parties’ various objectives.
· Define interests, resistance points, and alternatives.
· Assess constituencies and the social context of negotiations.
· Define protocol for the negotiation.
· Determine methods that would help prevent potential negotiation impasses.
· Describe methods to manage potential impasses.
Format your plan consistent with APA guidelines.
Option 2: National Football League Negotiation
The National Football League (NFL) was formed in 1920 with 11 teams. It is currently divided into two conferences of 16 teams further divided into 4 four-team divisions. The National Football League Players Association (NFLPA) acts as a labor union for NFL players by negotiating with owners.
NFL players and owners started negotiations in 2011 to divide revenue for its $9 billion a year business. The earlier NFL agreement was agreed on in 2006. The owners decided to opt out of the agreement in 2008 and it then expired in March of 2011.
Imagine you are a Consultant for ConsultWorks Inc., and you have been tasked to create a plan to resolve the negotiation issues (do not consider the 2011 resolution of this negotiation in your plan). Choose to consult for either the players or the owners. You need to conduct outside research to better understand the issues involved.
Review the planning processes outlined in Ch. 4 of Negotiation.
Write a negotiation plan of no more than 2,500 words and include the following:
· Define the issues and define how bargaining should progress, including the parties’ various objectives.
· Define interests, resistance points, and alternatives.
· Assess constituencies and the social context of negotiations.
· Define protocol for the negotiation.
· Determine methods to prevent potential negotiation impasses.
· Describe methods to manage potential impasses.
Format your plan consistent with APA guidelines.