WCM 510 Module Five Assignment Guidelines and Rubric
Questions for a Negotiating Session
Prompt: For this assignment you will develop four questions that could be asked of Alice Jones, senior Netflix executive, during an upcoming negotiation session.
This information should be helpful in crafting an integrative bargaining proposal, i.e., a win-win situation that increases the likelihood of reaching a mutually
beneficial outcome. In other words, it meets, as best as possible, the extrinsic and intrinsic interests of both parties.
Specifically, you should keep these criteria in mind:
1. Create questions that will obtain information about Alice Jones)nterests in the bargaining session. They should cover all four categories: open, closed,
alternative, and leading, as defined below. Possible questions could explore Alice Jones3hort- and long-term career plans, personal interests, and any
personal challenges she may be facing. In other words, you are trying to determine Alice Jones:one of potential agreement (ZOPA) and her best
alternative to a negotiated agreement (BATNA).
? Open-Ended or Socratic Questions¥gin with who, what, when, where, how, and why. Example: èy aren you taking some time off?¿ Closed Questionsán be answered with es/r ¯. xample: re you ready to begin?¿ Alternative Questionsæfer the listener a choice with a few options. Example: / you want to start the meeting at 3:00 or 4:00?¿ Leading Questionsre aimed at soliciting a particular point of view. Example: (e new vacation policy is very fair, don you think?². Make sure the parameters of your questions are within acceptable legal limits, e.g., avoiding topics such as age, marital status, any disabilities, religion,
race, pregnancy-related questions. For legal advice, click on this Investopedia link: 8 Things Employers Aren’t Allowed To Ask You. A closed caption
version of this video can be found here.
3. Compare and contrast the value of each type of question and whether it will advance an integrative bargaining position. Refer to the following link for
an excellent guide on integrative bargaining and crafting questions that identify interests of the other party: Integrative or Interest-Based Bargaining.
4. Explain the possible impact of each question, including whether it would improve the likelihood of success during the discussion(s) and how it would be
perceived. In other words, how will the questions be perceived? Will they seem manipulative? Fair? Biased?
Guidelines for Submission: Your paper must be submitted as a 2àpage Microsoft Word document with double spacing, 12-point Times New Roman font, oneinch margins, and at least three sources cited in APA 6th edition format. Attach the table you constructed as an appendix to your paper. You also have the option
of creating a presentation, accompanied by speaker notes. It should be of professional quality and use APA 6th edition format. For this assignment, you should
create approximately 2 to 3 slides.
Rubric
Critical Elements
Examples of
Four Types
Questions
Proficient (100%)
Provides questions in all four
categories which help to
determine the ZOPA and
BATNA positions of the
departing executive
Legal Limits
Provides questions that are
in compliance with federal
and state laws, as per the
reference document linked
to the assignment
Provides an explanation of
the value of each type of
question and whether it will
advance an integrative
bargaining solution
Compare and
Contrast the
Value of the
Question
Impact of the
Question
Provides an explanation of
how the question will be
perceived during the
negotiation session and how
it will advance an integrative
bargaining solution,
supported by examples
Needs Improvement (70%)
Provides questions in all four
categories, but some are
incorrectly categorized or
inaccurate, or do not help to
determine the ZOPA and
BATNA positions of the
departing executive
Provides questions, but one
or more may risk noncompliance with legal limits
Not Evident (0%)
Does not provide questions
in all categories
Value
50
Does not provide questions
that are in compliance with
federal and state laws
10
Provides an explanation of
the value of each type of
question, but the
explanation is cursory and
does not include whether it
will advance an integrative
bargaining solution
Provides an explanation of
how the question will be
perceived during the
negotiation session, but
does not support it with
examples or the explanation
is cursory
Does not provide an
explanation of the value of
the question or whether it
will advance an integrative
bargaining solution
20
Does not provide an
explanation or examples
20
Total
100%

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