I know this is a last minute exercise, I was wondering if it is possible to have it done in 8 hours, you have to watch a movie and fill in the blanks, the instructions with the terms are in the words documents as well as the paragraphs with the fill in the blank questions. I know the movie is about 4 dlls as well in amazon, i believe there is an explanation in the word as well as to which movie. PLease read the instructions, the terms and everything and let me know if it is possible. It is very important to use the terms provided in the instructions.
INSTRUCTIONS Video Case Study Negotiation Exercise Watch and Identify Terms and Concepts Illustrated in the Online Film, “Bridge of Spies.” Rationale for Learning Method: This exercise is designed to provide an enjoyable and engaging online learning experience. As you watch the movie, you will identify key learning concepts that are illustrated therein. This method of learning works very well to enhance deeper understanding of concepts because the film shows accurate illustrations of interpersonal, verbal, and nonverbal behaviors pertinent to negotiation and teamwork; and it also shows important social contexts in which they occur. This film was specifically chosen for this class because it includes numerous examples of negotiation and teamwork, and it is mostly historically accurate. It has been recognized by Harvard University’s Program on Negotiation as one of the best films for teaching negotiation. Completing this exercise will greatly enhance your skill in identifying these concepts when you see them, and also increase the likelihood that you will be able to recognize and use them yourself in real-world situations in your own life. Instructions: 1. Before you watch the film: a. Look at the list of cast members below, b. Read through the concepts listed below, c. Look up the terms that are in the textbook to make sure that you understand them. 2. As you watch the film, fill in the blanks below with the correct concepts. Yes, all you have to do is fill in the blanks with the correct concepts. Do a little bit each time you watch the film. Only watch small parts of the film, e.g., 10 to 20 minutes, and just answer some of the questions. Then, come back to it later. That way you can stop, think about things, rewind, etc. This film is available on Amazon: https://www.amazon.com/gp/video/detail/0T60AQDT41X5I2LMISIDJFC53J/ref=imdbref_tt_wbr_pvt_aiv?tag=imdbtag_tt_wbr_pvt_aiv-20 The movie can be streamed on AppleTV, VUDU, Fandango, or AmazonPrime for $3.99. I think everyone can access at least one of these sites. Viewing options to rent or purchase range from $3.99 and up. 3. After you have filled in all the blanks, upload this form to Blackboard no later than February 17th. Note: This is a personal individual exercise, not a group exercise. Do not use answers from others or share your answers with anyone else. Concepts: Numbers are pages in the textbook. Back-channel negotiations. These are negotiations in which the parties do not meet directly and openly. Rather they meet in secret and often using third party intermediaries. Backlash Effect, 97. Brinksmanship. This is the skill in playing out your hand at the most critical time of the conclusion of the deal at which the exchanges will actually occur. Brinksmanship might also be called, “playing chicken.” Coalitions, 215. Competitive Negotiator, 91. Constituent Relationships, 225. Cross-cultural Negotiation, 240. Curveball. A negotiation tactic in which one party proposes something that is not related to the main issues, to gather information, or to test the other party’s true interests. Distributive Negotiation, 181. Dyadic Interaction, 87. Emotional Appeal, 103. Fait Accompli. A tactic where you act like something is already decided or going to be implemented, even though it is not necessarily true. This can get the other party to agree to something or drop some of their demands. Fairness Equality, 51. Faulty Perceptions of Conciliation and Coercion, 261. False versus Sincere Negotiations, 28. Feigning Weakness: A negotiation strategy or tactic in which one party pretends that they are very weak, and for that reason their negotiation opponent should treat them more favorably. Framing. Is presenting information within a pre-defined interpretation that benefits yourself. Interests, Rights, and Power, 117. Legitimacy. The rightness and acceptance of something. Limited Authority of Agents, 220. Misdirection. The intentional act of trying to distract the opposing party. Naïve Realism, 262. Negotiating through Agents, 220. Nibble. A small benefit that a negotiator asks for from the other side and since it is so small, or sometimes so late in the negotiation, the other side will often provide this benefit with nothing in exchange. Principal-Agent Negotiations, 220. Psychological Reactance. This is an unpleasant motivational arousal (reaction) to offers, persons, rules, or regulations that threaten or eliminate specific behavioral freedoms. Rational Persuasion. A method of using arguments and reasoning to convince your opponent. Reductio ad absurdum. A method of establishing the truth of an assertion by demonstrating that if the opposite were true it would result in an absurd or contradictory outcome. Sacred Values Secular Values, and Taboo Trade-Offs, 257. Symmetrical versus Asymmetrical Power, 164. Yielding. This means giving in to the wishes and desires of your negotiating opponent. It can be done strategically when issues are worth arguing over, or to build up good with your opponent. Cast Members: To help you follow the action, images of the cast members, their actual names, and the names of the roles they play are shown below. They are shown in the approximate order they appear in the film. Photo Actor’s Real Name Name of Role in Film Mark Rylance Rudolf Abel, Russian Spy Tom Hanks James B. Donovan, Insurance Attorney Alan Alda Thomas Watters Jr., Attorney Partner of Donovan Billy Magnussen Doug Forrester, Junior Attorney Amy Ryan Mary Donovan, Wife of Attorney Donovan Austin Stowell Francis Gary Powers, US Air Force Pilot Jesse Plemons Joe Murphy, US Air Force Pilot Dakin Matthews Judge Byers, The Judge at Abel’s Trial Scott Shepherd Hoffman; CIA Agent Peter McRobbie Allen Dulles; Director of the CIA Will Rogers Frederic Pryor; German Economics Student David Wilson Barnes Mr. Michener; U.S. Representative in Germany Michael Gor Ivan Schischkin; KGB Chief in West Europe Sebastian Koch Wolfgang Vogel; German Attorney Friend of Ott Burghart Klaußner Harald Ott; Prosecuting Attorney in East Germany Max Mauff Ott's Secretary MGMT 5304 Negotiation and Conflict Management Answer Sheet Print Your Name Here: ___________________________________________ FILL IN THE BLANKS BELOW WITH THE CORRECT TERMS AND CONCEPTS. The first column shows the approximate time in the film when events occur. The second column lists scenes and topics. Fill in the blanks with the correct terms and concepts. Many are from the textbook. Others are listed and defined in the instructions for this exercise. Some of the answers are repeated. You may need to slightly reword some of the terms and concepts to get them to fit in the blanks. Upload this completed exercise to Blackboard no later than February 17th. Approximate Time in Film minute: second later hour: minute Scenes, Concepts, and pages in Textbook Minute: second 6:03 Negotiation between Abel and FBI agents. Russian spy, Rudolph Abel, reaches under park beach to retrieve a nickel containing a printed and encrypted message. At home, he opens the nickel and leaves it on a desk. Multiple FBI agents burst in with guns drawn. Abel asks if he could get his teeth, if he could clean his palette, and asks an agent to put out his cigarette. The agents did not have to do any of these things. They have the power. Abel does not have power. This is an ___________________ situation. However, by _____________, he was not perceived as a threat, being in a weak position in his underwear without his teeth while the agents pointed their guns at him. He seemingly asked for just a small thing, sometimes called a __________. He said, “Would you mind if I cleaned my pallet.” Yet, in this context, this was clearly a __________ (Win-Lose) negotiation because the interests of the agents and Abel were diametrically opposed. It is said that conflicts can be resolved in 3 ways, _____________________. Clearly the agents held the power over this situation. Yet, Abel did not assert his rights. Rather, he continued to work towards protecting his interests in protecting the secret information. The things Abel asked for was a ___________ that distracted the attention of the agents so that Abel was able to pick up the encoded message, and rub it into the paint, thus reducing the likelihood that agents could see this as a secret message. Abel states, “I wouldn’t want to get this ruined.” Ostensibly he was referring to his pallet of paint, while he is actually ruining the secret message. Abel stating that he doesn’t understand why they called him “Colonel,” and implying that he doesn’t know why they were there, or what is going on, were clearly attempts to engage in ______________. It might seem that he was using the _______ conflict tactic. This psychologically disarmed the agents and lead to them complying with his requests. Yet, destroying the message by rubbing paint on it was a clearly competitive tactic. 10:32 Negotiation between attorneys Donovan and Bates over an Insurance Claim In this scenario, we see how parties sometimes are _______________. Donovan is representing an insurance company and Bates is representing 5 motorcycle drivers who were injured. The conversation between these two lawyers was a ____________. By being assertive in this conversation he was demonstrating that he was a ______________. We see Jim Donovan acting as a defense attorney engaged in a negotiation over the possible settlement of an insurance claim. Donovan is engaged in __________ this as one accident which means, according to the insurance company that he represents, they only need to pay a maximum of $100,000 in damages for the accident because that is the limit in the insurance policy per accident. However, plaintiffs’ attorney, Bates, represents 5 people who were riding motorcycles when the insured driver lost control of his vehicle. Donovan is using _________ to argue that the one accident was: the driver losing control of the vehicle. Bates frames this as 5 accidents because he struck 5 different motorcycles. Both attorneys use ___________________ to argue their position. Donovan argues that when someone is bowling and gets a strike it is one incident that results in 10 pins falling down. Bates tries to turn this around by using an ___________ implying that the vehicle driver treated the motorcycle drivers as bowling pins. Donovan counters with a _______________ argument. He said if a house is destroyed by a hurricane it is one incident, not a separate incident for each piece of furniture in the house, and if the insurance policies were interpreted in the way that Bates suggests, then there would be no limit to insurance coverage, the insurance industry would go bankrupt, and everyone would be unsafe. 12:42 Negotiation over Whether or Not Donovan will Represent Abel Donovan’s law firm partner and another attorney approach him asking him to represent Abel. They use two tactics to persuade him. First, they use the __________ tactic arguing that Abel needs to be seen as receiving an adequate defense to maintain the public image of the Justice System as being legitimate. Second, they explain to Donovan that the Bar Association Committee voted, and he was the unanimous pick to represent Abel. Thus, he was pressured to agree with ___________ and ________ tactics. 15:54 Donovan negotiates with his Wife over Whether to Represent Abel Donovan purports to discuss with his wife whether or not to represent Abel, but she resists because he and their family will be reviled. It may have appeared to his wife that he was sincerely negotiating with her about whether to take the case. However, it later appears from his junior lawyer assistant that they have already agreed to do this, and that the discussion with his wife was just an attempt at appearing to negotiate with her. This seems more like a ___________________. Sometimes people use the appearance of negotiation for purposes other than trying to reach a deal, e.g., to gather information about the other party, to stall for time. Rather, this interaction with his wife invokes overtones of _________, meaning that it has already been decided that he will do it. This tactic is often used in negotiation to shut down further debate and discussion under the guise of an overarching impetus that things have already been decided. The use of false versus sincere negation can also be seen as seeking input and consensus as an influence tactic can be helpful if it is genuine. However, it can _________ (e.g., she slapped his hand) if it was only a ruse. Donovan’s wife argues that Abel is a traitor setting up the process of ________________ to Donovan, as he argues that since he is not an American, as were the Rosenberg’s, he is not a traitor to his country. ____________________ often occurs in negotiation when one side argues too strongly for their position, inducing he other side to take the opposite position, just to balance things out. 17:52 Donovan Negotiates with Abel over Whether he will Represent Abel Often negotiators need to deal with relationships will people who are interested in the negotiation, but not directly involved in it, i.e., ________________. The parties to a dispute will use agents to negotiate on their behalf.