Stimulation NDR

| August 20, 2015

FORUM INSTRUCTIONS
This forum aims to provide space for comparing outcomes of the negotiation groups in the AuraCall negotiation simulation-game and, more importantly, for sharing reflections and insights with each other. Please follow the instructions for this forum carefully:
In your post (and not in an attached Word document), tell everyone what role you played, who your negotiation opposite was, and what the outcome was (NOT the process, just the outcome).
Keep this down to 4-5 lines, maximum!
For example:
‘I played the role of the course designer, opposite Mary as the call center manager. We decided on $6,000, broken down into 4 payments, with the last contingent on satisfactory delivery. We also agreed to discuss further course-design projects once this one was complete.’
Next choose 2 out of the concepts appearing on the list below. Devote a paragraph to each one, describing how it came into play in the negotiation process you went though, and what you learned about the concept or its application as a result.
No more than a total of 300 words, for both concepts combined!
Attribution
Escalation
Interests
BATNA
Objective criteria
The Negotiator’s Dilemma
The rationale behind conducting this forum – and for its required brevity – is for us to learn how to self-debrief – a skill that allows us to learn, continuously, from every negotiation we go though – and how to discuss insights with our co-professionals, in a clear and concise manner for mutual learning.
This is the part I played below.
After working for a large training organization for seven years, you have spent the past couple of years developing your own practice. You have steady training work with a few corporate clients, and teach as an adjunct lecturer at a community college. Most of your work, though, is in instructional design: putting together training packages, curriculum and material which other trainers, or companies’ in-house organizational development people, can use on their own. In particular, you are beginning to gain a reputation as a designer of online courses. Your particular niche is developing ‘fire and forget’ courses, in which the content is all online and automated, and the student interacts only with his or her computer – not with a human instructor. You either upload the course onto the client’s own server, or host it on your own, as the client wishes. Either way – course participants access the course via the Internet on their own time and at their own convenience, log in, and study.
Most established training organizations are wary of online training, and only rarely offer such automated courses. Instead, they prefer to offer online courses conducted, monitored and facilitated by the organization’s trainers, who interact with the course’s participants online. One reason that organizations prefer this method is that it allows them to sell not only course design services but also trainers’ hours.
A couple of days ago, you were contacted by someone from AuraCall, a company dealing in mobile telecommunications, with their regional office in a city about 300 miles away. They asked you if you would be interested, in principle, in designing a 40 hour online course on negotiation skills or their employees. You said you would be happy to hear more details, and were promised that the manager of the relevant department would give you a call within a few days.
This is right up your alley. You have conducted many workshops on negotiation for corporate clients, and figuring out the best way to teach that in a fully automated online course sounds like an interesting challenge. In addition, you have taught and designed workshops on several related topics that might interest the client, such as interpersonal communication, telephone communication and conflict management. All of the design work would be conducted online, so there would be none of the costs and hassle that go with travel.
There are two ways to design this type of online course. The first involves teaching general concepts only, using off-the-shelf material to produce a generic course on negotiation. You don’t like to work this way, preferring the second design process: investing time learning about the customer’s needs and about the specific contexts and situations in which their staff need to improve their negotiation skills, and custom-designing the course for the client organization.
You ordinarily aim to receive about $8-9,000 for designing courses of this type and scale. You know that this price puts you towards the high end, price-wise, of designers on the market – and this is just fine by you. You know that other designers ask for prices in the $6-7,000 range for generic courses of this scale, and in the $7-8,000 range for custom-designed courses such as you produce.
From your experience, you know that corporate clients sometimes attempt to solve urgent problems through training courses such as this one. If the AuraCall manager sounds under pressure and asks for a rush job, you might try to ask for more money. Once you were paid $12,000 to put a training course together in a couple of weeks!
If AuraCall offers you a low price, you might counter by offering them a generic course and not one tailored to their specific needs – however, you would prefer not to do that, as you are building your reputation around custom-designed courses. At any rate, you will not accept less than $7,000. You can earn this much by agreeing to teach two online courses the dean of your community college has been pushing you to teach this coming semester. You figure that teaching these two courses will entail putting in roughly the same amount of work-hours as the course design project – and with much less pressure. As you don’t want an overly hectic schedule, you figure you will choose to do the course-design project, or teach the classes – but not both. The dean has asked you for your final answer by Friday night at 11:00 pm CST, so you need to wrap your negotiation with AuraCall up, one way or another, by then.
Required Text and Resources:
Title:?Dispute Resolution
Author:?Macfarlane, J., Manwaring, J., Zweibel, E. & Hamilton, W.H.
Publisher:?Emond Montgomery Publications
Edition/Year:?3rd edition /2011
ISBN:?9781552393703
(Note: Earlier editions of this textbook are insufficient and unsuitable for this course! Please be alert to this, as you make your purchase.
Text books needed
Title:??Getting to Yes
Author:?Fisher, R., Ury, W. and Patton, B.
Publisher:?Penguin Books
Edition/Year:?2nd edition/1991
ISBN:?0140157352
(Note: The book has been reprinted several times, and revised just a bit, since this 2nd edition came out. Any version, from the 2nd ed. and onwards, is fine for this class).

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