WCM 510 Final Project Milestone Two Guidelines and Rubric Prompt: Effective negotiations are designed with four key focus areas in mind: people, interests, options, and criteria (PIOC).

WCM 510 Final Project Milestone Two Guidelines and Rubric Prompt: Effective negotiations are designed with four key focus areas in mind: people, interests, options, and criteria (PIOC). Focusing on these four variables assists in reaching a successful negotiation outcome, a key deliverable for this milestone. Refer to Module One for information regarding PIOC. Discussions on possible ZOPA and BATNA agreements should also be reviewed in the completion of this milestone. In addition to submitting a draft of Section III: PIOC Analysis Overview, you will also include Section IV: Communication Strategies of the final project. Section IV asks you to consider the overt and tacit communication strategies that can be used during the negotiations, as well as their benefits and risks. These two sections should be revised, based on instructor feedback, and then submitted as part of your analysis and negotiation coaching recommendations for executive leadership final project, due in Module Ten. Specifically, your milestone submission must address the following critical elements: III. PIOC Analysis Overview A. Formulate appropriate phrasing for the CHRO’s opening remarks that separate the people from the problems. Your phrasing must be based on principled negotiation practices. B. Identify case-specific negotiating positions and rephrase them as interests. In other words, Sharon Slade and Alice Jones’ ZOPA and BATNA positions should be referred to as case-specific negotiating interests. For example, one of Alice Jones’ possible ZOPA positions may be to obtain a 52-week severance package, during which her compensation and benefits continue through the severance period. This can be rephrased as an interest by adding Alice Jones’ rationale for this position: 52 weeks of severance allows for adequate time to find a comparable position as well as time for her family to relocate to a new geographic region. You have the option of using a table to illustrate each position and the appropriate rephrased interest (one row per position-interest). C. Recommend options that can appropriately address the parties’ integrative interests. You will want to use the open, closed, alternative, and leading questions developed in the Module Five assignment to craft an integrative bargaining proposal. Feel free to consider potential creative options that may not be as common. D. Identify objective criteria that can be used to measure distributive elements of the negotiation. Explain the reasoning for your choices. IV. Communication Strategies A. Identify examples of effective overt communication that could be used in this negotiation. Explain the reasoning for your choices. For example, when hearing a proposal from the executive that would be risky from a human resources perspective, how would you respond? Why? B. Identify situations where tacit communication is important to this negotiation. Provide examples of how you might use such communication at upcoming meetings. For example, if you are making an offer to the executive, what non-verbal cues can you provide to let him/her know the offer is final and you would not be open to negotiating further? C. Contrast the benefits and risks of using overt and tacit communication methods with respect to this negotiation. For example, might one particular method be more appropriate than the other? Why? In your submission, you should recommend options that address both parties’ distributive and integrative interests, using both overt and tacit communication prompts that could be used in the negotiation meeting by Sharon Slade. Consider blind spots that Sharon Slade may have (but may not be aware of) and that Alice Jones may know. You will want to refer to our readings on the Johari window that address this issue. Be sure to address these potential blind spots when formulating the negotiating positions that you will recommend to Sharon Slade. Doing this will increase the likelihood of reaching an integrative, win-win negotiation outcome. Rubric Guidelines for Submission: Your paper must be submitted as a three-page Microsoft Word document with double spacing, 12-point Times New Roman font, one- inch margins, and at least three sources cited in APA 6th edition format. You may also submit the milestone as a five- to six-slide PowerPoint deck, not counting the title slide or reference slide, with speaker notes provided on each slide. It should be of professional quality and use APA 6th edition format. Instructor Feedback: This activity uses an integrated rubric in Blackboard. Students can view instructor feedback in the Grade Center. For more information, review these instructions. Critical Elements Proficient (100%) Needs Improvement (70%) Not Evident (0%) Value PIOC Analysis: CHRO’s Formulates appropriate phrasing, 12 based on principled negotiation Formulates phrasing for the CHRO’s Does not formulate phrasing for the Opening Remarks practices, for the CHRO’s opening 12 remarks that separates the people opening remarks based on CHRO’s opening remarks 12 PIOC Analysis: Case- from the problems Specific Negotiating principled negotiation practices, but 12 Identifies appropriate case-specific PIOC Analysis: negotiating positions and rephrases phrasing is not appropriate or Integrative Interests them as interests logical, or does not separate the PIOC Analysis: Recommends options that can Objective Criteria appropriately address the parties’ people from the problems integrative interests Identifies negotiating positions and Does not identify negotiating Identifies objective criteria that can be used to measure distributive rephrases them as interests, but positions and rephrase them as elements of the negotiation, explaining reasoning for choices some positions are inappropriate or interests are not case-specific Recommends options that can Does not recommend options that address the parties’ integrative can address the parties’ integrative interests, but some interests recommendations are illogical or inappropriate Identifies criteria that can be used Does not identify criteria that can to measure distributive elements of be used to measure distributive the negotiation, but not all criteria elements of the negotiation are objective, or does not explain choices  Communication: Identifies examples of effective Identifies examples of overt Does not identify examples of overt 12 Overt Communication overt communication that could be 12 communication that could be used communication that could be used used in the negotiation, explaining 12 reasoning in the negotiation, explaining in the negotiation, explaining 10 6 Communication: Tacit Identifies situations where tacit reasoning, but not all examples are reasoning for choices 100% Communication communication is important to the negotiation and provides examples effective for the given situation, or of how such communication might be used in upcoming meetings reasoning is cursory or illogical Identifies situations where tacit Does not identify situations where communication might be used in tacit communication might be used the negotiation and provides and provide examples of how to do examples of how to do so, but not so all situations and examples identified are important to the negotiation, involve tacit communication, or are relevant for the given situation Communication: Contrasts the benefits and risks of Contrasts the benefits and risks of Does not contrast the benefits and Benefits and Risks using overt and tacit communication methods with using overt and tacit risks of using overt and tacit respect to the negotiation communication methods, but communication methods contrast contains inaccuracies, or is not done with respect to the negotiation Secondary Sources Incorporates the concepts and Incorporates some concepts and No sources were used to write the theory from course material; integrates at least three secondary theory from course material; paper and does not incorporate the resources throughout the body paragraphs to support ideas and integrates some secondary concepts and theory from course claims resources throughout the body material paragraphs to support ideas and claims but integration is cursory or secondary resources are inappropriate Writing Mechanics Submission has no major errors Submission has major errors related Submission has critical errors related to citations, grammar, spelling, syntax, or organization to citations, grammar, spelling, related to citations, grammar, syntax, or organization that spelling, syntax, or organization that negatively impact readability and prevent understanding of ideas articulation of main ideas Total