“Competency
Integrate negotiation strategies with legal decision-making to ensure policies and practices reflect ethical values.
Scenario
You are the HR Manager of medium-sized, independently owned hardware and home improvement store. The CEO has confided to you that one of the suppliers of hand-held tools is about to increase their wholesale prices by 12%. The CEO considers this increase to be far too high and wants to negotiate a lower price increase that would be more advantageous for the company. The CEO has asked you to prepare a policy for negotiation in which you provide recommendations for an appropriate strategy to go into the negotiation process with the supplier.
Instructions
Prepare a policy for negotiation to ensure ethical practices that:

Demonstrates the need to establish a decided outcome of the negotiation in advance.
Describes the steps of a negotiation strategy which reflect ethical values.
Provides suggestions for at least two BATNAs (best alternatives to a negotiated agreement) and why they are needed.
Provides attribution for credible sources used in the policy document.

Resources
Article Databases:

Business Source Complete via EBSCO
Business via ProQuest
ASP: Human Resource Management Online

Guides & FAQs:

APA Guide
Rasmussen’s Answers/FAQs

Grading Rubric
F
F
C
B
A
0
1
2
3
4
Did not Submit
No Pass
Competence
Proficiency
Mastery
Not Submitted
Used unclear verbiage for the need to establish a decided outcome of the negotiation policy in advance.
Demonstrated the need to establish a decided outcome of the negotiation in advance, no examples provided.
Demonstrated the need to establish a decided outcome of the negotiation in advance using some clear examples.
Clearly and strongly demonstrated the need to establish a decided outcome of the negotiation in advance using clear examples in a well-defined policy for negotiation that ensures ethical practices.
Not Submitted
Used unclear verbiage of the steps of a negotiation strategy which reflect ethical values.
Outlined the steps of a negotiation strategy which reflect ethical values, no examples provided.
Outlined the steps of a negotiation strategy which reflect ethical values using some clear examples.
Clearly and strongly outlined the steps of a negotiation strategy which reflect ethical values using clear examples in a well-defined policy for negotiation that ensures ethical practices.
Not Submitted
Used unclear verbiage of the suggestions for at least two BATNAs (best alternatives to a negotiated agreement) and why they are needed.
Provided suggestions for at least two BATNAs (best alternatives to a negotiated agreement) and why they are needed, no examples provided.
Provided suggestions for at least two BATNAs (best alternatives to a negotiated agreement) and why they are needed using some clear examples.
Clearly and strongly provided suggestions for at least two BATNAs (best alternatives to a negotiated agreement) and why they are needed using clear examples in a well-defined policy for negotiation that ensures ethical practices.
Not Submitted
Failed to use or identify credible sources in the negotiation policy.
Used and attributed some credible sources in the negotiation policy.
Used and relied on mostly credible sources in the negotiation policy.
Used and relied on all credible sources in a well-defined policy for negotiation that ensures ethical practice.

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