Class BBA
Mid Semester Assignment (30 Marks)
Please read carefully and prepare your assignment according to the following information.
1. In this exercise you use the knowledge you have learned about negotiation and your
individual abilities to negotiate with the other party.
2. First, you need to compile the information needed about the issue/issues of the negotiation,
positions, interests, priorities, your type of negotiation strategy, negotiation style, BATNA,
your approach to breaking the deadlock if it occurs, and the negotiation planning document.
3. Also, as much as possible, try to compile the above information about your negotiating party.
If you could not get enough information about the other party in the pre-negotiation stage,
you can try to get the information you need about the other party in the various stages of the
negotiation.
4. At the end of the negotiation, write down the important details of the negotiation process,
the other party's key arguments, and the verbal answers or practical methods you used
against the other party's arguments and stances, and vice versa.
Write all the information in outlines in points 2-4 clearly and concisely, not less than 800 words,
and submit it to your teacher on the day of your final exam.
File specifications
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File type: Word or PDF
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Fonts: Times New Roman
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Font size: 12
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Line spacing: 1.1
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Margins: 1
Do not forget to write your full name at the top first page of your assignment.
Role for Dr. Bilqees
You are Dr. Bilqees. You work as a research biologist for a pharmaceutical firm. The firm is under
contract with the government to do research on methods to combat enemy uses of biological
warfare. Recently several World War II experimental nerve gas bombs were moved from Kabul.to
a mountain in the Coast of Amu River. In the process of transporting those two of the bombs
developed a leak. The leak is presently controlled but government scientists believe that the gas
will permeate the bomb chambers within two weeks. They know of no method of preventing the
gas from getting into the atmosphere and spreading to other provinces. If this occurs, it is likely
that several thousands of people will incur serious brain damage or die. You have developed a
medicine that will neutralize the nerve gas if it is injected into the bomb chamber before the gas
leaks out. The medicine is made with a chemical taken from the rind of orange, a very rare fruit.
Unfortunately, only 4000 of these oranges were produced this season. You have been informed,
on good evidence that Mr. Shahnawaz, a fruit exporter in Ningarhar province, is in possession of
3000 oranges. The chemicals from the rinds of this number of oranges would be sufficient to
neutralize the gas if the medicine is developed and injected efficiently. You have been informed
that the rinds of these oranges are in good condition.
In addition, you have been informed that Dr. Massoud is also urgently seeking purchase of
oranges and he is aware of Mr. Shahnawaz's possession of the 3000 available. Dr. Massoud works
for a firm with which your firm is highly competitive. Over the years, your firm and Dr. Massouds'
firm have sued each other for violations of industrial espionage laws and infringement of patent
rights several times. Litigation on two suits is still in process.
The Federal government has asked your firm for assistance. You have been authorized by your
firm to approach Mr. Shahnawaz to purchase the 3000 oranges. You have been told he will sell
them to the highest bidder. Your firm has authorized you to bid as high as Afs 25000 to obtain
the rind of the oranges. Before approaching Mr. Shahnawaz, you have decided to talk to Dr.
Massoud to influence him so that he will not prevent you from purchasing the oranges.
1. In this case, what will you do?
2. How will you resolve the challenge in this case?
3. If you would want to purchase oranges what price will you offer for those?
Source: The original exercise is taken from the Institute of Conflict Analysis and Resolution, George Mason University, Virginia.
Role for Dr. Massoud
You are Dr. Massoud, a biological research scientist employed by a pharmaceutical firm. You have
recently developed a synthetic chemical useful for curing and preventing Rudosen. Rudosen is a
disease contracted by pregnant women. If not caught in the first four weeks of pregnancy, the
disease causes serious brain, eye, and ear damage to the unborn child. Recently, there has been
an outbreak of Rudosen in your province and several thousand women have contracted the
disease. You have found that your recently developed serum cures Rudosen in its early stages.
Unfortunately, the serum is made from the juice of orange which is a very rare fruit. Only a small
quantity (approximately 4000) of these oranges were produced last season. No additional
oranges will be available until next season, which will be too late to cure the present Rudosen
victims. You've demonstrated that your serum is in no way harmful to pregnant women.
Consequently, there are no side effects. The ministry of public health has approved the
production and distribution of your serum as a cure for Rudosen. Unfortunately, the present
outbreak was unexpected and your firm had not planned on having the compound serum
available for six months. Your firm holds the patent on the serum and it is expected to be a highly
profitable product when it is generally available to the public.
You have recently been informed, on good evidence that Mr. Shahnawaz, a fruit exporter in
Ningarhar province is in possession of 3000 oranges in good condition. If you could obtain the
juice of all 3000 you would be able to both cure the present victims and provide sufficient serum
for the remaining pregnant women in the province. No other province currently has a Rudosen
threat.
You have recently been informed that Dr. Bilqees is also urgently seeking oranges and is also
aware of Mr. Shahnawaz's possession of the 3000 available. Dr. Bilqees is employed by a
competitor. She has been working on biological warfare research for the past several years. Over
the past several years, Dr. Bilqees's firm and your firm have sued each other for infringement of
patent rights and espionage law violations several times.
You've been authorized by your firm to approach Mr. Shahnawaz to purchase the 3000 oranges.
You have been told he will sell them to the highest bidder. Your firm has authorized you to bid as
high as Afs 25000 to obtain the juice of the 3000 available oranges. Before approaching Mr.
Shahnawz, you have decided to talk with Dr. Bilqees to influence her so that she will not prevent
you from purchasing the oranges.
1. In this case, what will you do?
2. How will you resolve the challenge in this case?
3. If you would want to purchase oranges what price will you offer for those?
Source: The original exercise is taken from the Institute of Conflict Analysis and Resolution, George Mason University, Virginia.