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Reflection
XIII. Think about how you negotiated in the role-play. Complete the following worksheet. Then compare your answers with your partner's.
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| REFLECTION ON ROLE-PLAY Styles of Persuasion How did you try to persuade your partner? Each line below represents a continuum contrasting two different styles of persuasion. Indicate where you fit in, on each line. cooperative ---------------------------------------------- competitive spoke indirectly to no one ---------------------------------------------- spoke directly was embarrassed ----------------------------------------- or humiliated used emotion ---------------------------------------------- used logic reacted carefully --------------------------------------------- reacted quickly Concessions Did you bargain issue by issue or talk about the whole deal before bargaining? _________________________________________________________ Did you make many concessions? Did you make them early or late in the negotiation? _________________________________________________________ Did you reciprocate your partner's concessions? _________________________________________________________ The Deal Did you get a good deal? _________________________________________________________ How about your partner? _________________________________________________________ Was it a successful negotiation? How? |
XIV. The following information will be useful to you when preparing for the role-plays above:
Group A: Seller's Information
| Price per unit | $3.50 per widget |
| Conditions of assembly | Can ship in parts or ready assembled. Preferable to ship in parts and then send a supervisor to assist with assembly |
| Terms of payment | With prepayment get 10 percent discount. A letter of credit payment limited to sixty days |
| Delivery date | Can only provide 5,000 widgets by May. Other 5,000 widgets available in August |
| Future discounts | 10% discount on repeat order |
| Other conditions | A minimum order of 2,500 widgets |
Group B: Buyer's Information
| Price per unit | $3.00 per widget |
| Conditions of assembly | Prefer ready assembled, not in parts |
| Terms of payment | Want to pay over six months with a letter of credit |
| Delivery date | Need 1,500 widgets by May. If satisfied with the product, will repeat order of 5,000 for July |
| Future discounts | Want a 15 percent discount on the repeat order |
| Other conditions | Want only 1,500 widgets in first order |
Group A: U.S. Cultural information
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