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iRubric: Strategic Negotiation Simulation rubric

iRubric: Strategic Negotiation Simulation rubric

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Strategic Negotiation Simulation 
Strategic Negotiation Simulation
Each student, working with an assigned team will prepare for, and participate in, a simulated negotiation. Each student will define the issue or problem that will be negotiated, identify the interests leading to the need to negotiate the issue, prepare and present proposals, identify potential leverage tools that will influence bargaining, and practice effective communication when engaging in the simulation.
Rubric Code: ZXB253B
By melodyschroer
Ready to use
Public Rubric
Subject: (General)  
Type: Presentation  
Grade Levels: Undergraduate

Powered by iRubric Basic Negotiation Simulation
  Poor

1 pts

Fair

2 pts

Good

3 pts

Superior

4 pts

Preparation

Poor

The student did not appear to have completed the plan for the negotiation and the student was unable to acknowledge the need to modify the plan despite changing needs and/or unforeseen events.
Fair

The student was still finalizing the plan for the negotiation and was receptive to modifying the plan upon the advice of their professor.
Good

Prior to the negotiation the student completed the plan for the negotiation, and showed good judgment in modifying the plan as appropriate based on needs and unforeseen events.
Superior

Prior to the negotiation the student thoughtfully and thoroughly completed the plan for the negotiation and showed excellent judgment in modifying the plan as appropriate based on needs and unforeseen events.
Developing BATNA, etc.

Poor

Student fails to identify their BATNA and Reservation Value; they are unaware of their strengths and weaknesses and those of their opponent.
Fair

Prior to the negotiation the student develops their BATNA or Reservation Value, but not both, or, if they did, it was without due consideration. The student attempts to draft an assessment of strengths and weaknesses affecting own side and opposing side, but it does not adequately reflect them.
Good

Prior to the negotiation the student gives consideration to developing both their BATNA and Reservation Value. The student also drafts an adequate assessment of strengths and weaknesses affecting their own position and that of the opposing side.
Superior

Prior to the negotiation the student gives excellent consideration to developing both their BATNA and Reservation Value. The student also completes an accurate assessment of strengths and weaknesses affecting their own position and that of the opposing side.
Define the Problem or Issue

Poor

Student is unable to identify, comprehend, and articulate the problem or issue that leads to the negotiations on the matter.
Fair

Student is reasonably able to identify, comprehend, and articulate the problem or issue that leads to negotiations on the matter.
Good

Student has a clear understanding of the problem or issue and is able to effectively identify and articulate the problem or issue for negotiations on the matter
Superior

Student has a clear and unmistakable understanding of the issue and has a superior ability to articulate the problem or issue, and can effectively explain and clarify the issue for others.
Identify Proposal Motivation

Poor

Student is unable to determine and/or comprehend the underlying needs or interests that lead to consideration and submission of a proposal.
Fair

Student is reasonably able to determine and/or comprehend the underlying needs or interests that lead to consideration and submission of a proposal.
Good

Student can effectively determine and/or comprehend the underlying needs or interests that lead to consideration and submission of a proposal.
Superior

Student clearly, instinctively, and effectively determines and/or comprehends the underlying needs, or interests, that lead to consideration and submission of a proposal.
Problem solving

Poor

Faced with the possibility of a problem solving negotiation session the student is unable to identify solutions that are consistent with their interests and/or reasonably matched to the opposing party’s interests
Fair

Student demonstrates some professional judgment and creativity to facilitate brainstorming for solutions that are generally consistent with both parties’ interests, but fails to explore all options.
Good

Student demonstrates superior professional judgment and creativity to facilitate brainstorming for solutions that are primarily consistent with both parties’ interests.
Superior

During the negotiation the student demonstrates excellent professional judgment and extreme creativity to facilitate brainstorming for solutions that are entirely consistent with both parties’ interests.
Proposal Communication

Poor

Student demonstrates an inability to present, explain and justify bargaining proposals during simulation.
Fair

Student demonstrates a reasonable ability to present, explain and justify bargaining proposals during simulation.
Good

Student demonstrates an effective ability to present, explain and justify bargaining proposals during simulation. Student is reasonably effective at answering follow-up questions.
Superior

Student demonstrates an exceptional ability to present, explain and justify bargaining proposals during simulation. Student is effective confident at answering follow-up questions.
Concluding - Clarifying Details

Poor

Student did not ensure that substantially all of the details are clarified prior to the close of the negotiation.
Fair

Upon reaching an agreement, the student attempts to ensure that substantially all of the details are clarified prior to the close of the negotiation, but some details remain unresolved.
Good

Upon reaching an agreement, the student successfully ensures that substantially all of the details are clarified prior to the close of the negotiation, such as: time frames, follow up actions, contingency plans, etc.
Superior

Upon reaching an agreement, the student successfully ensures that all of the details are clarified prior to the close of the negotiation, such as: time frames, follow up actions, contingency plans, etc.



Keywords:
  • negotiation, bargaining

Subjects:


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