WCM 510 Module Five Assignment Guidelines and Rubric Questions for a Negotiating Session Prompt: For this assignment you will develop four questions that could be asked of Alice Jones, senior Netflix executive, during an upcoming negotiation session. This information should be helpful in crafting an integrative bargaining proposal, i.e., a win-win situation that increases the likelihood of reaching a mutually beneficial outcome. In other words, it meets, as best as possible, the extrinsic and intrinsic interests of both parties. Specifically, you should keep these criteria in mind: 1. Create questions that will obtain information about Alice Jones’ interests in the bargaining session. They should cover all four categories: open, closed, alternative, and leading, as defined below. Possible questions could explore Alice Jones’ short- and long-term career plans, personal interests, and any personal challenges she may be facing. In other words, you are trying to determine Alice Jones’ zone of potential agreement (ZOPA) and her best alternative to a negotiated agreement (BATNA).  Open-Ended or Socratic Questions—Begin with who, what, when, where, how, and why. Example: “Why aren’t you taking some time off?”  Closed Questions—Can be answered with “yes” or “no.” Example: “Are you ready to begin?”  Alternative Questions—Offer the listener a choice with a few options. Example: “Do you want to start the meeting at 3:00 or 4:00?”  Leading Questions—Are aimed at soliciting a particular point of view. Example: “The new vacation policy is very fair, don’t you think?” 2. Make sure the parameters of your questions are within acceptable legal limits, e.g., avoiding topics such as age, marital status, any disabilities, religion, race, pregnancy-related questions. For legal advice, click on this Investopedia link: 8 Things Employers Aren't Allowed To Ask You. A closed caption version of this video can be found here. 3. Compare and contrast the value of each type of question and whether it will advance an integrative bargaining position. Refer to the following link for an excellent guide on integrative bargaining and crafting questions that identify interests of the other party: Integrative or Interest-Based Bargaining. 4. Explain the possible impact of each question, including whether it would improve the likelihood of success during the discussion(s) and how it would be perceived. In other words, how will the questions be perceived? Will they seem manipulative? Fair? Biased? Guidelines for Submission: Your paper must be submitted as a 2–3 page Microsoft Word document with double spacing, 12-point Times New Roman font, oneinch margins, and at least three sources cited in APA 6th edition format. Attach the table you constructed as an appendix to your paper. You also have the option of creating a presentation, accompanied by speaker notes. It should be of professional quality and use APA 6th edition format. For this assignment, you should create approximately 2 to 3 slides. Rubric Critical Elements Examples of Four Types Questions Proficient (100%) Provides questions in all four categories which help to determine the ZOPA and BATNA positions of the departing executive Legal Limits Provides questions that are in compliance with federal and state laws, as per the reference document linked to the assignment Provides an explanation of the value of each type of question and whether it will advance an integrative bargaining solution Compare and Contrast the Value of the Question Impact of the Question Provides an explanation of how the question will be perceived during the negotiation session and how it will advance an integrative bargaining solution, supported by examples Needs Improvement (70%) Provides questions in all four categories, but some are incorrectly categorized or inaccurate, or do not help to determine the ZOPA and BATNA positions of the departing executive Provides questions, but one or more may risk noncompliance with legal limits Not Evident (0%) Does not provide questions in all categories Value 50 Does not provide questions that are in compliance with federal and state laws 10 Provides an explanation of the value of each type of question, but the explanation is cursory and does not include whether it will advance an integrative bargaining solution Provides an explanation of how the question will be perceived during the negotiation session, but does not support it with examples or the explanation is cursory Does not provide an explanation of the value of the question or whether it will advance an integrative bargaining solution 20 Does not provide an explanation or examples 20 Total 100%
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