Author:
MBA Research and Curriculum Center
Subject:
Career and Technical Education, Business and Information Technology, Marketing, Management and Entrepreneurship
Material Type:
Lesson Plan
Level:
Middle School, High School
Tags:
  • Classroom Activities
  • Communication
  • Demonstrating Negotiation Skills
  • Employability Skills
  • Marketing
  • Negotiating
  • Negotiating Strategy
  • Rubric
  • Rubrics
  • Selling
  • Work-based Learning
  • License:
    Creative Commons Attribution Non-Commercial
    Language:
    English
    Media Formats:
    Downloadable docs

    Education Standards

    Demonstrating Negotiation Skills - Rubric with Activities

    Overview

    This rubric includes three scenarios (one for the classroom, one for the workplace, and one for career-technical student organizations) that can be implemented to assess students' abilities to demonstrate negotiation skills. It also includes a comprehensive rubric and instructions for using the rubric to assess student performance. A downloadable document containing the full set of activities, intructions, and rubrics can be found in the Resource Library. For more rubrics and other instructional tools, visit https://mbastatesconnection.mbaresearch.org/.

    Classroom Activity - Option 1

    Tell your students to imagine that they are working on a group project in class. Their groups are allowed to choose the topic and type of presentation. Tell students to imagine that they would like to complete an ethical case study about a local business, but one of their group members wants to create and perform a skit about an ethical issue. Students should negotiate with classmates to reach a solution. Evaluate students' performances using the rubric provided.

    You are working on a group project in class. Your group is allowed to choose the topic and type of presentation. You want to complete a case study about a local business, but one of your group members wants to create and perform a skit about an ethical issue. Negotiate with your classmate to reach a satisfactory solution for both of you. You will be evaluated using the rubric provided.

    On the Job - Option 2

    The student/employee will be requesting to meet with his/her employer to negotiate his/her salary. The student/employee’s goal is to demonstrate negotiation skills that lead to a “win-win” resolution. The employer should negotiate with the student/employee and evaluate his/her performance using the rubric provided in Task 1.

    You have been with your company for over six months and have not had a review or a raise. During your employment, you have taken on additional duties for which you feel you should be compensated. Request a meeting with your employer to discuss the situation and negotiate a raise. You will be evaluated using the rubric provided in Task 1.

    Career-Technical Student Organization - Option 3

    The judge will be taking on the role of the manager of the CTSO chapter-run store. S/he will have a conversation with a student who is scheduled to work but has an important conflict. The student will attempt to use negotiation skills to arrive at a “win-win” solution. Evaluate the student’s performance based on the rubric provided in Task 1.

    You work in the school store run by your CTSO. Your manager schedules very few people per shift, so it is imperative that employees are responsible and reliable. To be fair to everyone, your manager finalizes and posts monthly schedules weeks in advance so employees can plan accordingly. Your best friend just invited you to a concert in five days, but you are scheduled to work. Use your negotiation skills to reach a compromise with your manager. You will be evaluated using the rubric provided in Task 1.