Assessment guidance / brief
You are a intern within the accounts team at a cloud solution provider company such as AWS who created a stakeholder map for rolls royce holdings
· create a customer stakeholder map (stakeholder map draft file) and/or an internal stakeholder map with
supporting reflective narrative (equivalent to 4,000
words) reflecting their drivers and needs in the buyer/seller process
including a proposal on strategy to be adopted or summary of approach adopted.
·
You may want to compare and contrast two customers ( compare the stakeholder map draf and the internal stakeholder map)
·
Bring in psychological models (from this module, previous modules and
/or that you have researched yourself). Reflect on what kind of tactics you
would use or bring into a conversation / meeting with them. (In the briefing Doc)
·
Adapt the template stakeholder maps to suit your needs and findings.
·
Structure your reflections using a reflective model like Gibbs reflective cycle
Points for consideration:
1.
This is a reflective narrative so write it in the 1st person.
3.
Structure your document to guide the reader through.
4.
Use a broad range of sources: reading list, academic journals, industry
journals, colleagues, digital sources etc.
5.
Bring your critical analysis from these sources into your reflective
narrative and draw conclusions from this for the reader. Do you agree, disagree
– is it relevant to your practice? Your organisation? Make the connections
clear.
Learning
Outcomes for the module
1.
Analyse
the current engagement, influencing and negotiation practices of your own
customers and internal colleagues, and evaluate how this impacts on their own
performance and the business
2.
Demonstrate
a broad understanding of engagement, influencing and negotiating practices and
application of underlying ethical concepts and principles
3.
Demonstrate
the ability to reflect on the principles of negotiation to inform your approach
to action planning, solution planning and/or problem solving
4.
Develop
inquiries and/or other work-based activities that are designed to explore or
improve areas of analysis, creativity and innovation and demonstrate the
ability to collaborate and share ideas and information effectively with others
5.
Self-assess
your capabilities and professional development needs to demonstrate the ability
to take responsibility for the quality of your own learning
reference list
Gates, S. (2011) The negotiation book, Wiley, Chichester
Huffmeier, J., Freund, P. a., Zerres, A., Backhaus, K.,
& Hertel, G. (2011). Being Tough or Being Nice? A Meta-Analysis on the
Impact of Hard- and Softline Strategies in Distributive Negotiations. Journal
of Management, 40(3), 866–892.
Wheeler, M. (2013) The Art of Negotiation: How to Improvise
Agreement in a Chaotic World New York: Simon and Schuster
Fisher, R. and Ury, W. (2007) Getting to Yes: Negotiating an
Agreement without Giving In. 2nd Ed. Random House
Rackham, N. (1995) SPIN Selling. Gower. Aldershot. Dixon, M.
and Adamson, B. (2011) The challenger sale, taking control of the customer
conversation. Penguin
Raiffa, H. (1990) The Art and Science of Negotiation.
Harvard University Press. Boston.
