Negotiation and Conflict Management

Your Task
You will engage in a negotiation for the sale and purchase of a commercial asset such as a
business or a piece of real estate.
Assessment Description
You may be nominated to represent the vendor and will receive email instructions from the
vendor company CEO including:
1. Appointment to represent the company as their agent for the sale of the commercial asset;
2. Specific details about the commercial asset;
3. Information about the status of current negotiations with an alternative potential purchaser;
4. Information about a new potential purchaser;
5. Contact details of the agent appointed to represent the purchaser.
Alternatively, you may be nominated to represent the purchaser and will receive email
instructions from the purchaser company CEO including:
1. Appointment to represent the company as their agent for the purchase of the commercial
asset;
2. Specific details about the commercial asset;
3. Information about alternative assets the company is considering purchasing instead;
4. Information about the vendor;
5. Contact details of the agent appointed to represent the vendor.

Assessment Instructions

Stage 1: Pre-negotiation (1,000 words)
You must answer the following questions:
1. What is your thinking style preference form – monarchic, hierarchic, oligarchic, anarchic –
and what is your thinking style scope – internal, external?
Attach copies of completed Sternberg-Wagner Thinking Style Inventories.
2. Are your thinking style preferences – form and scope – optimal for conducting this
negotiation?
Explain your answer.
3. What adjustments (if any) could you make to adapt to a more optimal thinking style for this
negotiation?
4. What is your client’s BATNA? What is your client’s reservation value?
5. What is the other party’s BATNA? What is the other party’s reservation value?
6. What is the ZOPA range? What is your strategy for claiming the greater proportion of the
ZOPA?
Include at least fifteen academic references in your answers to the above questions with a
minimum of five references coming from academic journals.
.
Stage 2: Negotiation (300 words)
You must:
1. Enter negotiations with your counterpart for the sale and purchase of the commercial asset;
2. Maintain a communications log that captures the date, method, items discussed, and
outcomes of each communication.
Attach copies of any communications that confirm agreed price.
.
.Stage 3: Post negotiation (400 words)
You must prepare a 1 page letter to your client advising the outcome of the negotiation.

Important Study Information
Academic Integrity Policy
KBS values academic integrity. All students must understand the meaning and consequences
of cheating, plagiarism and other academic offences under the Academic Integrity and Conduct
Policy.
What is academic integrity and misconduct?
What are the penalties for academic misconduct?
What are the late penalties?
How can I appeal my grade?
Click here for answers to these questions:
http://www.kbs.edu.au/current-students/student-policies/.
Word Limits for Written Assessments
Submissions that exceed the word limit by more than 10% will cease to be marked from the point
at which that limit is exceeded.
Study Assistance
Students may seek study assistance from their local Academic Learning Advisor or refer to the
resources on the MyKBS Academic Success Centre page. Click here for this information.

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