English as a Second Language,
21.150D
The INSPIRE assignment
Prepared by: Margaret Kersten
Part 1. Negotiation case
INSPIRE
This coming Thursday, you are going to start working on a project which involves
the use of computer software which has been developed by scholars at Carleton
University to support negotiations and in particular decision making process
during negotiations.
Because the idea is novel for language teaching, it is extremely important
that you read all the materials that I am handing in today very carefully.
If you encounter any problems understanding either the case or procedures,
Thursday is the time to ask questions. After Thursday, you will
be pretty much on your own.
Things to keep in mind:
- There are at least five people involved in making this project work,
so please make every effort to ensure that it works for you.
- Remember to check whether or not you have received response from your
negotiation partner at least three times a week. Your negotiation
partner will be doing the same. Success depends on the effort to
maintain contact between partners.
- Each time there has been activity (i.e. you received an offer or
counter offer) and you respond to it, write in your journal.
The number of your journal entries will depend on the number of
negotiation exchanges (offers and counter offers). In your journal
entries focus on the decision making process.
For example, explain what you think about your partner's offer; what
influenced your offer; how you think your offer will be received;
what you think about your partner and his negotiation strategies, etc.
- The deadline for ending negotiations is November 15.
- Remember to fill in two questionnaires. The last questionnaire
is at the very end of successful or unsuccessful negotiations.
- Your efforts will be evaluated for quality of your journal entries,
in other words, for your ability to analyze your own decisions, the
negotiation situation, and the decision making process.
Read the case and answer the following questions:
- What is the name of the company that you represent in the negotiations?
_______________________________________________________________________
- What is their original line of production?
_______________________________________________________________________
- Why did the management of your company decide to start a new line of bikes?
_______________________________________________________________________
- List the two main principles the company has adopted for the new line:
a)_____________________________________________________________________
b)_____________________________________________________________________
- Why can't you use a local supplier of sprockets and gear assemblies?
_______________________________________________________________________
- Who is your potential supplier from abroad and what do you know about
this supplier?
_______________________________________________________________________
- What is the focus of your negotiation?
_______________________________________________________________________
- Name the four issues that need to be negotiated
- _________________________________________
- _________________________________________
- _________________________________________
- _________________________________________
Reminder:
Please focus on analyzing your and your partner's steps and decisions
NAME (real): _____________________________
Journal #______________