INT 660 Milestone Three Guidelines and Rubric
Milestone Three requires students to use their research on culture, economics, and stakeholders in order to create a bargaining strategy to employ during
negotiations with their potential business partners. Students must explain how this strategy will increase the likelihood of a successful outcome using research
and previous milestones as support. Milestone Three must include a Best Alternative to a Negotiated Agreement (BATNA) that will strengthen the student’s
negotiating power.
Specifically, the following critical elements must be addressed:
IV. Negotiation/Bargaining Strategy
a) What bargaining strategy will you use in your negotiations with your potential business partner? Justify your approach with supporting evidence
from research.
b) Why will this strategy be effective with the chosen culture/country in which the negotiation is taking place?
c) What is your BATNA? How does it affect your negotiation approach with your potential business partner? How will your strategy increase the
likelihood of a successful outcome? Guidelines for Submission: Your paper must be submitted as a three- to four-page Microsoft Word document with double-spacing, 12-point Times New Roman
font, one-inch margins, and at least three sources cited in APA format.
Instructor Feedback: This activity uses an integrated rubric in Blackboard. Students can view instructor feedback in the Grade Center. For more information,
review these instructions.
Critical Elements
Negotiation Strategy:
Bargaining Strategy Negotiation Strategy:
Effectiveness Negotiation Strategy:
BATNA Proficient (100%)
Provides a detailed description of
the overall bargaining strategy that
will be used for the negotiation that
takes into account cultural
considerations of the target country
Analyzes the overall negotiation
strategy and provides a convincing
explanation for why it would be
effective with the chosen culture vs.
other possible strategies
Provides a detailed, strong, and
credible BATNA and a convincing
explanation of how it influences the
negotiation strategy and walkaway
point Needs Improvement (75%)
Does not consider all of the
necessary aspects of the
negotiation plan Not Evident (0%)
Does not provide a bargaining
strategy Value
40 Does not provide a convincing
explanation Does not provide an explanation for
why the strategy would be effective 25 The BATNA and its influence on the
negotiation strategy are not
explained properly Does not include a BATNA 25 Articulation of Response Submission has no major errors
related to citations, grammar,
spelling, syntax, or organization Submission has major errors related
to citations, grammar, spelling,
syntax, or organization that
negatively impact readability and
articulation of main ideas Submission has critical errors
related to citations, grammar,
spelling, syntax, or organization that
prevent understanding of ideas
Earned Total 10 100%
