BCO313 NEGOTIATIONS Midterm 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 beyond the material in the lecture note, to support your answers wherever possible.
Individual written assignment
The student must build a coherent discussion or argument in essay format, analysing theories and models. Case studies may be referred to when
providing examples. The structure of each response should include an Introduction, a Body of Analysis, and a Conclusion.
Students must write in complete sentences and develop paragraphs. No bullet points are allowed.
You can upload your document in either a Word / Pdf format
The first two questions are compulsory, then choose one of the questions that follow and develop in depth.
Part 1
1. What is the importance of BATNA in a negotiation?
2. Explain the different elements of ZOPA in negotiations and their significance in the planning of a negotiation.
Part 2
1. To what extent does gender affect negotiations positively or negatively?
2. Defend or refute the following statement: “Being the party with more resources automatically means you will have more power in a negotiation”.
3. Evaluate the impact of integrative bargaining on negotiation practice.
Formalities:
Word count: 1200-1700 words
Cover, Table of Contents, References and Appendix are excluded from the total word count.
Font: Arial 12.5 pts.
Text alignment: Justified.
The in-text References and the Bibliography must be in Harvard’s citation style.
Submission: Week 6 – Via Moodle (Turnitin). By Sunday, 13th November 2022 11.59pm.
Weight: This task is a 40% of your total grade for this subject.
Assessing the following learning outcomes:
Outcome 1 Critically assess key terminology
Outcome 2: Predict negotiation styles
Understand theories and concepts
Rubrics (The professor is required to adapt this to the Task’s circumstances).
Exceptional 90-100 Good 80-89 Fair 70-79 Marginal fail 60-69
Knowledge &
Understanding
(20%)
Student demonstrates
excellent understanding of
key concepts and uses
vocabulary in an entirely
appropriate manner.
Student demonstrates
good understanding of the
task and mentions some
relevant concepts and
demonstrates use of the
relevant vocabulary.
Student understands the
task and provides minimum
theory and/or some use of
vocabulary.
Student understands the task
and attempts to answer the
question but does not
mention key concepts or uses
minimum amount of relevant
vocabulary.
Application (30%) Student applies fully
relevant knowledge from
the topics delivered in
class.
Student applies mostly
relevant knowledge from
the topics delivered in
class.
Student applies some
relevant knowledge from
the topics delivered in
class. Misunderstanding
may be evident.
Student applies little relevant
knowledge from the topics
delivered in class.
Misunderstands are evident.
Critical Thinking
(30%)
Student critically assesses
in excellent ways, drawing
outstanding conclusions
from relevant authors.
Student critically assesses
in good ways, drawing
conclusions from relevant
authors and references.
Student provides some
insights but stays on the
surface of the topic.
References may not be
relevant.
Student makes little or none
critical thinking insights, does
not quote appropriate
authors, and does not
provide valid sources.
Communication
(20%)
Student communicates
their ideas extremely
clearly and concisely,
respecting word count,
grammar and spellcheck
Student communicates
their ideas clearly and
concisely, respecting word
count, grammar and
spellcheck
Student communicates
their ideas with some
clarity and concision. It
may be slightly over or
under the wordcount limit.
Some misspelling errors
may be evident.
Student communicates their
ideas in a somewhat unclear
and unconcise way. Does not
reach or does exceed
wordcount excessively and
misspelling errors are
evident.
