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BCO313 NEGOTIATION MID-TERM EVALUATION

BCO313 NEGOTIATION MID-TERM EVALUATION

BCO313 NEGOTIATION MID-TERM EVALUATION Task brief & rubrics
Task
The midterm evaluation consists of a critical thinking and analysis question based on the ideas and theories that have been examined in the course, as well academic and other sources supporting, where appropriate, the answer provided.
• Individual written assignment
• Student must build a coherent discussion or argument in essay format, analysing the facts presented in relation to the theories and issues that arise in negotiation.
• Answers should be fully developed, that is including an introduction, a body and conclusion.
• QUESTION: Read the case study below and then answer the questions that follow.
Formalities:
• Word count: 1000 to 1200 words
• Cover, Table of Contents, References and Appendix are excluded from the total word count.
• Font: Arial 12 pts.
• Text alignment: Justified.
• The in-text References and the Bibliography must be in Harvard citation format.
Submission: Week 5 – Via Moodle (Turnitin). 31 October 2021 at 23:59 CEST
Weight: This task is 40% of your total grade for this subject.
It assesses the following learning outcomes:
• Outcome 1: To identify and explain the importance of preparation prior to a negotiation.
• Outcome 2: To demonstrate a comprehensive understanding of key negotiation concepts and the ability to distinguishing between integrative and
distributive negotiation styles.
• Outcome 3: To identify and explain tactics in how to dealing with an aggressive distributive style in negotiation.
Read the following case study to answer the questions that follow.
Background
EspelTech is one of the world’s major providers of global supply management software and services, which helps companies reduce costs through efficient product and services sourcing. EspelTech has dealt with more than $50 billion worth of products and services in the oil and gas, other natural resources, retail, transport, finance, and industrial sectors for customers including General Motors, Nestlé, Shell, Japan Energy, Mitsubishi, and Cadbury Schweppes.
Shanghai-based MJT is one of the biggest gaming and hospitality companies in Asia and is owned by Chinese businessman Tan Wu Bo. MJT has been a EspelTech client for six months, and the companies have signed an agreement to conduct two projects. The first, completed in March 2014 and tremendously successful, saved MJT some $1.5 million, and the second one is about to start. Impressed with the results, MJT wants to explore the possibility of other alliances with EspelTech.
As such, a meeting is arranged between MJT’s Senior Vice-President of Finance Iris Ma and EspelTech’s Regional Managing Director Drake Dubois, and attended by MJT’s Vice-President for Procurement Henry Chow and EspelTech Sales Group Director Layton Pang.
Ma is keen to explore more projects with EspelTech and has tasked Chow to follow up with EspelTech as soon as possible. The managing director of EspelTech suggests that a session be arranged with key stakeholders from both companies to discuss and assess possible opportunities for other MJT projects.

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