Final Project

Negotiation Class
 Takehome Test Negotiation
RULES OF THE EXAMINATION
 
• This is a take home exam that must be completed
individually and independently.
• No plagiarism or other unethical conducts. Failure to adhere
may result in failing this course.
• The faculty intends to ensure evaluation on the basis of fair-
for-all as well as quality-over-quantity. Do not exceed the
maximum page limit, either by writing more, adding
something as appendix, or any other way. Instead, optimize
your submission by making sure the quality of the
substance within the limitations.
 

2
 Takehome Test Negotiation: Instructions
I. Real case of Negotiation (2 to 5 pages)
A. Description of your past/previous negotiation (not a current OR future/planned
negotiation), that you did not perform well (at least 1 page A4) 🡪 40%:
1) Why did you not perform well? (What traps?)
2) Had you identify your target, BATNA, ZOPA, and your power (help and hurt)?
3) How did you negotiate? Distributive, Integrative, or Combination of
distributive and integrative? Please describe your negotiation process
(chronology)!
The negotiation happened in your workplace, or if you have no experience, in your
personal life.  You must have been involved in the negotiation processes and
are not allowed to use a case of somebody else or take a case from internet or
other sources.
B. Proposal of improvement (at least 1 page A4) 🡪 60%
1) What are the causes of your traps? Explain!
2) Proposals to improvement  (How do you improve it?)
3) Show how the proposals will eliminate the traps or improve the negotiation
results (bigger pie and/or bigger portion of the pie)!
II. Submit to Assignment at Google Classroom, before Saturday, 10 Oct 2020
at 23:59 WIB.
III. File name per file: NegoEMBA62_NIM_Your FirstName
IV. Format MS Words/pdf!
V. There will be penalty for late submission!
 Rubric
• Students’ assignments will be assessed from
Excellent (A) to Poor (D) based on the following
criteria:
1. Organization and format;
2. Content;
3. Development – Critical Thinking; and
4. Grammar, Mechanics, Style.

4
 Rubric (1)
Criteria Excelent=A Satisfactory=B Minimal=C Poor=D Weigh
(Far exceeds (Meets standards) (Does not meet all (Below standard) t
requirements) standards)
Organizatio 100% (10 points) 80% (8 points) 60% (6 points) 40% (4 points) 10%
n Writing shows high Writing is coherent Writing is coherent and Writing lacks logical
and format degree of attention to and logically logically organized, organization. It may
details and organized, using a using a format suitable show some
presentation of format suitable for for the material coherence but ideas
points. the material presented. Some lack unity. Serious
Format used presented. points may be errors and generally
enhances Transitions between contextually misplaced is an unorganized
understanding of ideas and and/or stray from the format and
material presented. paragraphs create topic. Transitions may information.
Unity clearly leads coherence. Overall be evident but not
the reader to the unity of ideas is used throughout the
writer’s conclusion supported by the essay. Organization
and the format and format and and format used may
information could be organization of the detract from
used independently. material presented. understanding the
material presented.

5
 Rubric (2)
Criteria Excelent=A Satisfactory=B Minimal=C Poor=D Weigh
(Far exceeds (Meets standards) (Does not meet all (Below standard) t
requirements) standards)
Content 100% (40 points) 87.5% (35 points) 75% (30 points) 62.5% (25 points) 40%
All required All required All required questions Some but not all
questions are questions are are addressed but may required questions
addressed with addressed with not be addressed with are addressed.
thoughtful in­depth thoughtful thoughtful Content and/or
consideration consideration consideration and/or terminology is not
reflecting both proper reflecting both proper may not reflect proper properly used or
use of content use of content use of content referenced. Little or
terminology and terminology and terminology or no original thought is
additional original additional original additional original present in the
thought. Additional thought. Some thought. writing. Concepts
concepts are clearly additional concepts Additional concepts presented are
presented from may be presented may not be present merely restated from
properly cited from other properly and/or may not be the source, or ideas
sources, or cited sources, or properly cited sources. presented do not
originated by the originated by the follow the logic and
author following logic author following logic reasoning presented
and reasoning and reasoning throughout the
they’ve clearly they’ve clearly writing.
presented throughout presented
the writing. throughout the
writing.

6
 Rubric (3)
Criteria Excelent=A Satisfactory=B Minimal=C Poor=D Weigh
(Far exceeds (Meets standards) (Does not meet all (Below standard) t
requirements) standards)
Developmen 100% (40 points) 87.5% (35 points) 75% (30 points) 62.5% (25 points) 40%
t– Content indicates Content indicates Content indicates Shows some
Critical synthesis of ideas, original thinking, thinking and reasoning thinking and
Thinking in depth analysis cohesive applied with original reasoning but most
and evidence conclusions, and thought on a few ideas are
beyond the developed ideas with ideas, but may repeat underdeveloped,
questions or sufficient and firm information provided unoriginal, and/or do
requirements asked. evidence. Clearly and/ or does not not address the
Original thought addresses all of the address all of the questions asked.
supports the topic, questions or questions asked. The Conclusions drawn
and is clearly a well requirements asked. author presents no may be
constructed The evidence original ideas, or ideas unsupported,
response to the presented supports do not follow clear illogical or merely
questions asked. conclusions drawn. logic and reasoning. the author’s opinion
The evidence The evidence with no supporting
presented makes a presented may not evidence presented.
compelling case for support conclusions
any conclusions drawn.
drawn.

7
 Rubric (4)
Criteria Excelent=A Satisfactory=B Minimal=C Poor=D Weigh
(Far exceeds (Meets standards) (Does not meet all (Below standard) t
requirements) standards)
Grammar, 100% (10 points) 80% (8 points) 60% (6 points) Some 40% (4 points) 10%
Mechanics, Writing is free of all Writing is free spelling, punctuation, Writing contains
Style spelling, of most spelling, and grammatical many spelling,
punctuation, and punctuation, and errors are present, punctuation, and
grammatical errors grammatical errors, interrupting the reader grammatical errors,
and written in a allowing the reader from following the making it difficult for
style that enhances to follow ideas ideas presented the reader to follow
the reader's ability clearly. There are no clearly. There may be ideas clearly. There
to follow ideas sentence fragments sentence fragments may be sentence
clearly. There are and run­ons. The and run-­ons. The style fragments and run­
no sentence style of writing, tone, of writing, tone, and ons. The style of
fragments and run­ and use of rhetorical use of rhetorical writing, tone, and
ons. The style of devices enhance the devices may detract use of rhetorical
writing, tone, and content. Additional from the content. devices disrupts the
use of rhetorical information is Additional information content. Additional
devices enhance presented in a may be presented, but information may be
the content. cohesive style that in a style of writing that presented but in an
Additional supports does not support unsuitable style,
information is understanding of the understanding of the detracting from its
presented to content. content. understanding.
encourage and
enhance
understanding
of the content.
8
Total: 100%