WCM 510 Final Project Milestone Two Guidelines and Rubric Prompt: Effective negotiations are designed with four key focus areas in mind: people, interests, options, and criteria (PIOC). Focusing on these four variables assists in reaching a successful negotiation outcome, a key deliverable for this milestone. Refer to Module One for information regarding PIOC. Discussions on possible ZOPA and BATNA agreements should also be reviewed in the completion of this milestone. In addition to submitting a draft of Section III: PIOC Analysis Overview, you will also include Section IV: Communication Strategies of the final project. Section IV asks you to consider the overt and tacit communication strategies that can be used during the negotiations, as well as their benefits and risks. These two sections should be revised, based on instructor feedback, and then submitted as part of your analysis and negotiation coaching recommendations for executive leadership final project, due in Module Ten. Specifically, your milestone submission must address the following critical elements: III. PIOC Analysis Overview A. Formulate appropriate phrasing for the CHRO’s opening remarks that separate the people from the problems. Your phrasing must be based on principled negotiation practices. B. Identify case-specific negotiating positions and rephrase them as interests. In other words, Sharon Slade and Alice Jones’ ZOPA and BATNA positions should be referred to as case-specific negotiating interests. For example, one of Alice Jones’ possible ZOPA positions may be to obtain a 52-week severance package, during which her compensation and benefits continue through the severance period. This can be rephrased as an interest by adding Alice Jones’ rationale for this position: 52 weeks of severance allows for adequate time to find a comparable position as well as time for her family to relocate to a new geographic region. You have the option of using a table to illustrate each position and the appropriate rephrased interest (one row per position-interest). C. Recommend options that can appropriately address the parties’ integrative interests. You will want to use the open, closed, alternative, and leading questions developed in the Module Five assignment to craft an integrative bargaining proposal. Feel free to consider potential creative options that may not be as common. D. Identify objective criteria that can be used to measure distributive elements of the negotiation. Explain the reasoning for your choices. IV. Communication Strategies A. Identify examples of effective overt communication that could be used in this negotiation. Explain the reasoning for your choices. For example, when hearing a proposal from the executive that would be risky from a human resources perspective, how would you respond? Why? B. Identify situations where tacit communication is important to this negotiation. Provide examples of how you might use su ...

1. WCM 510 Final Project Milestone Two Guidelines and Rubric
Prompt: Effective negotiations are designed with four key focus
areas in mind: people, interests, options, and criteria (PIOC).
Focusing on these four variables
assists in reaching a successful negotiation outcome, a key
deliverable for this milestone. Refer to Module One for
information regarding PIOC. Discussions on
possible ZOPA and BATNA agreements should also be reviewed
in the completion of this milestone.
In addition to submitting a draft of Section III: PIOC Analysis
Overview, you will also include Section IV: Communication
Strategies of the final project. Section IV
asks you to consider the overt and tacit communication
strategies that can be used during the negotiations, as well as
their benefits and risks. These two sections
should be revised, based on instructor feedback, and then
submitted as part of your analysis and negotiation coaching
recommendations for executive leadership
final project, due in Module Ten.
Specifically, your milestone submission must address the
following critical elements:
III. PIOC Analysis Overview
A. Formulate appropriate phrasing for the CHRO’s opening
remarks that separate the people from the problems. Your
phrasing must be based on

2. principled negotiation practices.
B. Identify case-specific negotiating positions and rephrase
them as interests. In other words, Sharon Slade and Alice Jones’
ZOPA and BATNA
positions should be referred to as case-specific negotiating
interests. For example, one of Alice Jones’ possible ZOPA
positions may be to obtain a
52-week severance package, during which her compensation and
benefits continue through the severance period. This can be
rephrased as an
interest by adding Alice Jones’ rationale for this position: 52
weeks of severance allows for adequate time to find a
comparable position as well
as time for her family to relocate to a new geographic region.
You have the option of using a table to illustrate each position
and the appropriate
rephrased interest (one row per position-interest).
C. Recommend options that can appropriately address the
parties’ integrative interests. You will want to use the open,
closed, alternative, and
leading questions developed in the Module Five assignment to
craft an integrative bargaining proposal. Feel free to consider
potential creative
options that may not be as common.
D. Identify objective criteria that can be used to measure
distributive elements of the negotiation. Explain the reasoning
for your choices.
IV. Communication Strategies
A. Identify examples of effective overt communication that
could be used in this negotiation. Explain the reasoning for your
choices. For example,

3. when hearing a proposal from the executive that would be risky
from a human resources perspective, how would you respond?
Why?
B. Identify situations where tacit communication is important to
this negotiation. Provide examples of how you might use such
communication at
upcoming meetings. For example, if you are making an offer to
the executive, what non-verbal cues can you provide to let
him/her know the
offer is final and you would not be open to negotiating further?
C. Contrast the benefits and risks of using overt and tacit
communication methods with respect to this negotiation. For
example, might one
particular method be more appropriate than the other? Why?
In your submission, you should recommend options that address
both parties’ distributive and integrative interests, using both
overt and tacit communication
prompts that could be used in the negotiation meeting by Sharon
Slade.
Consider blind spots that Sharon Slade may have (but may not
be aware of) and that Alice Jones may know. You will want to
refer to our readings on the Johari
window that address this issue. Be sure to address these
potential blind spots when formulating the negotiating positions
that you will recommend to Sharon
Slade. Doing this will increase the likelihood of reaching an

4. integrative, win-win negotiation outcome.
Rubric
Guidelines for Submission: Your paper must be submitted as a
three-page Microsoft Word document with double spacing, 12-
point Times New Roman font, one-
inch margins, and at least three sources cited in APA 6th edition
format. You may also submit the milestone as a five- to six-
slide PowerPoint deck, not counting
the title slide or reference slide, with speaker notes provided on
each slide. It should be of professional quality and use APA 6th
edition format.
Critical Elements Proficient (100%) Needs Improvement (70%)
Not Evident (0%) Value
PIOC Analysis: CHRO’s
Opening Remarks
Formulates appropriate phrasing,
based on principled negotiation
practices, for the CHRO’s opening
remarks that separates the people
from the problems
Formulates phrasing for the CHRO’s
opening remarks based on
principled negotiation practices, but
phrasing is not appropriate or
logical, or does not separate the
people from the problems
Does not formulate phrasing for the

5. CHRO’s opening remarks
12
PIOC Analysis: Case-
Specific Negotiating
Identifies appropriate case-specific
negotiating positions and rephrases
them as interests
Identifies negotiating positions and
rephrases them as interests, but
some positions are inappropriate or
are not case-specific
Does not identify negotiating
positions and rephrase them as
interests
12
PIOC Analysis:
Integrative Interests
Recommends options that can
appropriately address the parties’
integrative interests
Recommends options that can
address the parties’ integrative
interests, but some
recommendations are illogical or
inappropriate
Does not recommend options that

6. can address the parties’ integrative
interests
12
PIOC Analysis:
Objective Criteria
Identifies objective criteria that can
be used to measure distributive
elements of the negotiation,
explaining reasoning for choices
Identifies criteria that can be used
to measure distributive elements of
the negotiation, but not all criteria
are objective, or does not explain
choices
Does not identify criteria that can
be used to measure distributive
elements of the negotiation
12
Communication:
Overt Communication
Identifies examples of effective
overt communication that could be
used in the negotiation, explaining
reasoning
Identifies examples of overt
communication that could be used
in the negotiation, explaining

7. reasoning, but not all examples are
effective for the given situation, or
reasoning is cursory or illogical
Does not identify examples of overt
communication that could be used
in the negotiation, explaining
reasoning for choices
12
Communication: Tacit
Communication
Identifies situations where tacit
communication is important to the
negotiation and provides examples
of how such communication might
be used in upcoming meetings
Identifies situations where tacit
communication might be used in
the negotiation and provides
examples of how to do so, but not
all situations and examples
identified are important to the
negotiation, involve tacit
communication, or are relevant for
the given situation
Does not identify situations where
tacit communication might be used
and provide examples of how to do

8. so
12
Communication:
Benefits and Risks
Contrasts the benefits and risks of
using overt and tacit
communication methods with
respect to the negotiation
Contrasts the benefits and risks of
using overt and tacit
communication methods, but
contrast contains inaccuracies, or is
not done with respect to the
negotiation
Does not contrast the benefits and
risks of using overt and tacit
communication methods
12
Secondary Sources Incorporates the concepts and
theory from course material;
integrates at least three secondary
resources throughout the body
paragraphs to support ideas and
claims
Incorporates some concepts and
theory from course material;
integrates some secondary
resources throughout the body

9. paragraphs to support ideas and
claims but integration is cursory or
secondary resources are
inappropriate
No sources were used to write the
paper and does not incorporate the
concepts and theory from course
material
10
Writing Mechanics 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
6
Total 100%

10. 6-1 Final Project: Milestone Two
Submit Milestone Two, which is the second of two milestones
for the final project in this course. For this milestone, you will
complete Section III: People, Interests, Options, Criteria (PIOC)
Analysis Overview and Section IV: Communication Strategies
of the final project.
Milestone Two should incorporate your work from:
· Module Four Small Group Discussion: Five Communication
Strategy Recommendations
· Module Four Discussion: ZOPA and BATNA for Alice Jones
· Module Five Discussion: Proxemics
· Module Five Assignment: Questions for the Negotiating
Session
In your submission, you should recommend options that address
both parties' distributive and integrative interests, using both
overt and tacit communication prompts that could be used in the
negotiation meeting by Sharon Slade.
Consider blind spots that Sharon Slade may have (but may not
be aware of) and that Alice Jones may know. You will want to
refer to our readings on the Johari window that address this
issue. Be sure to address these potential blind spots when
formulating the negotiating positions that you will recommend
to Sharon Slade. Doing this will increase the likelihood of
reaching an integrative, win-win negotiation outcome.
Before submitting your assignment, be sure to check it against
the Milestone Two grading rubric, which is in the Milestone
Two Guidelines and Rubric document. Refer to this document
for more details about this assignment.
6
-
1 Final Project: Milestone Two
Submit Milestone Two, which is the second of two milestones

11. for the
final project in this course. Fo
r this milestone, you will complete
Section III: People, Interests, Options, Criteria (PIOC) Analysis
Overview and Section IV: Communication Strategies of the
final
project.
Milestone Two should incorporate your work from:
·
Module Four Small Group Discussi
on: Five Communication
Strategy Recommendations
·
Module Four Discussion: ZOPA and BATNA for Alice Jones
·
Module Five Discussion: Proxemics
·
Module Five Assignment: Questions for the Negotiating Session
In your submission, you should recommend options that add
ress both
parties' distributive and integrative interests, using both overt
and
tacit communication prompts that could be used in the
negotiation
meeting by Sharon Slade.

12. Consider blind spots that Sharon Slade may have (but may not
be
aware of) and that A
lice Jones may know. You will want to refer to our
readings on the Johari window that address this issue. Be sure
to
address these potential blind spots when formulating the
negotiating
positions that you will recommend to Sharon Slade. Doing this
will
inc
rease the likelihood of reaching an integrative, win
-
win negotiation
outcome.
Before submitting your assignment, be sure to check it against
the
Milestone Two grading rubric, which is in the
Milestone
Two
Guidelines
and
Rubric
document. Refer to this document for more
details about this assignment
.

13. 6-1 Final Project: Milestone Two
Submit Milestone Two, which is the second of two milestones
for the
final project in this course. For this milestone, you will
complete
Section III: People, Interests, Options, Criteria (PIOC) Analysis
Overview and Section IV: Communication Strategies of the
final
project.
Milestone Two should incorporate your work from:
Strategy Recommendations
dule Five Discussion: Proxemics
Session
In your submission, you should recommend options that address
both
parties' distributive and integrative interests, using both overt
and
tacit communication prompts that could be used in the
negotiation
meeting by Sharon Slade.
Consider blind spots that Sharon Slade may have (but may not
be
aware of) and that Alice Jones may know. You will want to
refer to our
readings on the Johari window that address this issue. Be sure
to
address these potential blind spots when formulating the
negotiating
positions that you will recommend to Sharon Slade. Doing this
will
increase the likelihood of reaching an integrative, win-win

14. negotiation
outcome.
Before submitting your assignment, be sure to check it against
the
Milestone Two grading rubric, which is in the Milestone Two
Guidelines and Rubric document. Refer to this document for
more
details about this assignment.