Rubric for Workplace Negotiation
Basic Negotiation Simulation
Poor
1 pts
Define the Problem Poor
or Issue
Student is unable to identify,
comprehend, and articulate the
problem or issue that leads to
the negotiations on the matter.
Identify Proposal Poor
Motivation
Student is unable to determine
and/or comprehend the
underlying needs or interests
that lead to consideration and
submission of a proposal.
Build a working Poor
relationship
The student is unable to build
working relationships with other
parties.
Utilization of Active Poor
Listening
The student appears unable to
utilize active listening techniques
in a negotiation
Fair Good Superior
5 pts 8 pts 10 pts
Fair Good Superior
Student is reasonably Student has a clear Student has a clear and unmistakable
able to identify, understanding of the problem or understanding of the issue and has a
comprehend, and issue and is able to effectively superior ability to articulate the problem or
articulate the problem identify and articulate the issue, and can effectively explain and clarify
or issue that leads to problem or issue for negotiations the issue for others.
negotiations on the on the matter
matter.
Fair Good Superior
Student is reasonably Student can effectively determine Student clearly, instinctively, and effectively
able to determine and/or comprehend the determines and/or comprehends the
and/or comprehend underlying needs or interests underlying needs, or interests, that lead to
the underlying needs that lead to consideration and consideration and submission of a
or interests that lead to submission of a proposal. proposal.
consideration and
submission of a
proposal.
Fair Good Superior
The student The student demonstrates an The student demonstrates a superior
demonstrates a effective ability to build working ability to build working relationships with
reasonable ability to relationships with other parties other parties.
build working
relationships with
other parties.
Fair Good Superior
The student exhibits a The student exhibits an effective The student exhibits a clear understanding
reasonable understanding of active listening of active listening and utilizes it to his/her
understanding of and sometimes utilizes it to advantage

Problem Solving Poor
Strategies
Student demonstrates an
inability to understand and
identify problems and their
possible solutions.
Proposal Poor
Communication
Student demonstrates an
inability to present, explain and
justify bargaining proposals
during simulation.
Creativity Poor
Student demonstrates an
inability to be creative in
proposing solutions
active listening and his/her advantage
occassionally utilizes it
to his/her advantage
Fair Good Superior
Student demonstrates Student demonstrates an Student demonstrates an exceptional
a reasonable ability to effective ability to understand ability to understand and identify and
understand and and identify problems and is able explain leverage problems and to
identify problems but to offer adequate solutions. formulate solutions that lead to
has difficulty agreements.
formulating solutions.
Fair Good Superior
Student demonstrates Student demonstrates an Student demonstrates an exceptional
a reasonable ability to effective ability to present, ability to present, explain and justify
present, explain and explain and justify bargaining bargaining proposals during simulation.
justify bargaining proposals during simulation. Student is effective confident at answering
proposals during Student is reasonably effective at follow-up questions.
simulation. answering follow-up questions.
Fair Good Superior
Student demonstrates Student demonstrates an Student demonstrates an exceptional
a reasonable ability to effective ability to present, and ability to be creative and comes up with
present creative explain creative solutions that several novel and creative solutions
solutions are reasonable for problem
resolution