Project Description:
The given scenario for the presentation and negotiation is to discuss which of the
teams will be allocated with five million euros to spend on improvements at the
University of Applied Science Wildau. The challenge which makes the negotiation
complex is that the money will be allocated to one project alone: it is the aim of
the negotiation to present the concepts within a timeframe of 15 minutes and to
find a joint decision for one project out of three. According to this, one team has
to persuade the other teams of the own project which will finally be submitted to
the university management.
Structuring:
1. Contents
2. Project Description
3. Preparation and Teamwork
4. Description and Analysis of the Negotiation
5. Results of the Negotiation „Two projects under one umbrella“
6. Assessment of the own role
7. Conclusion
8. Presentation
9. Negotiation
10. Literature
Table of Contents
1. Project Description
2. Preparation and Teamwork
3. Description and Analysis of the Negotiation
4. Results of the Negotiation
4.1 „Two projects under one umbrella“
5. Assessment of the own role
6. Conclusion
6.1 Presentation
6.2 Negotiation
7. Literature
Project Goals and Thematic Focus
The primary goal of this report is to analyze the practical application of presentation and negotiation skills within a simulated project scenario. The author evaluates the effectiveness of team preparation, the actual negotiation dynamics, and the personal role played during the decision-making process to resolve conflicting project interests at the University of Applied Science Wildau.
- Strategic preparation for complex negotiation scenarios
- Application of collaborative decision-making techniques
- Visualization of concepts in professional presentations
- Resolution of conflicting interests through win-win strategies
- Theoretical reflection on negotiation models and communication
Excerpt from the Book
Description and Analysis of the Negotiation
On the morning of our negotiation we arrived well in time at the classroom, so that we were able to prepare the room and the technical equipment like the beamer and the connection to the computer. The second team consisted of Vasu and Coty arrived just with us in the classroom and worked on the final changes of their presentation. As the three girls from the EMM-Team arrived, we welcomed them warmly and offered all of them a cup of coffee and some cookies. In this way they could feel being welcomed and comfortable and we provided a good basis for the following team play and negotiation process. We offered them to start first with their presentation („Ladies first“), but they refused to start so that we took the opportunity and began with our presentation.
First we introduced ourselves, talked about our personal background and as no questions arose we switched on the beamer and started with our Power Point presentation. During the introduction we tried to make the two other teams curious about our topic, which was not easy. Because we have decided to built an engine-testbed at the grounds of our university, it was hard to inspire the others for such a highly specialized and sophisticated technical equipment. But to bind the audience, we explained in detail why this engine-testbed is useful for the whole university community and how it can be working to the benefit for all of us.
Manuel, as our engineer working for Rolls-Royce and well experienced with different engine-testbeds, continued and went into detail. He explained the purpose, task, role, structure and physical details of the engine testbed using some photos of the engine testbed and facilities to visualize his arguments. As we know that we have not had a technical-experienced audience in front of us, we took care not to overflow the audience with too much of the physical details. Instead we embedded a video into our presentation to enable the audience getting a clue of how an engine testbed is working. At the end of our presentation we summed up all the benefits of this project and waited for questions out of the audience.
Summary of Chapters
Project Description: Outlines the simulation task of allocating five million euros among three competing student projects at the University of Applied Science Wildau.
Preparation and Teamwork: Details the team's collaborative efforts in brainstorming, organizing arguments, and creating a PowerPoint presentation to effectively pitch their project.
Description and Analysis of the Negotiation: Describes the actual negotiation session, emphasizing the team’s efforts to create a welcoming atmosphere and their presentation delivery.
Results of the Negotiation: Discusses the transition from conflicting interests to a collaborative compromise labeled as „Two projects under one umbrella“.
Assessment of the own role: Reflects on the author’s informal role as a moderator and their contribution to structuring the negotiation process on the blackboard.
Conclusion: Synthesizes the practical lessons learned regarding effective presentation structure and the application of negotiation theories.
Literature: Lists the academic and practical resources used to support the negotiation and presentation analysis.
Keywords
Negotiation, Presentation, Teamwork, Project Management, University of Applied Science Wildau, Engine Testbed, Conflict Resolution, Win-Win Situation, Harvard-Method, Communication, Decision-Making, Collaboration, Moderation, Industrial Subsidies, Professionalism.
Frequently Asked Questions
What is the core subject of this report?
This report documents a simulation exercise in presentation and negotiation held at the Wildau Institute of Technology, focusing on the allocation of university funding for student projects.
What are the primary thematic areas covered?
The key themes include effective public speaking, team-based preparation, the management of conflicting interests, and the practical application of negotiation models.
What is the central research question?
The work aims to evaluate how students apply negotiation theories and presentation skills to reach a mutually beneficial agreement in a competitive scenario.
Which scientific methodology is utilized?
The report utilizes a reflective case study approach, drawing on established negotiation theories like the "Harvard-Method" and Kilmann’s conflict resolution modes.
What topics are discussed in the main body?
The main body covers the project planning phase, the execution of the negotiation, an assessment of individual roles during the process, and an analysis of the final outcome.
Which keywords define the work?
Central keywords include negotiation, presentation, team dynamics, conflict resolution, and collaborative decision-making.
How was the "Negotiator's Dilemma" resolved in this case?
The parties moved away from rigid positions and combined their interests into a "win-win" solution where both a sports facility and an engine testbed were partially funded.
What role did the author play in the negotiation?
The author acted as an informal moderator by structuring the arguments of all parties on a blackboard, which facilitated a clearer comparison of options.
What specific presentation techniques are emphasized?
The author highlights the importance of the "3 T's" (Touch-Turn-Talk) and the necessity of keeping presentations short, simple, and audience-focused.
Why was the "engine testbed" considered a complex project to pitch?
The project was highly specialized and technical, making it difficult to immediately engage an audience without a technical background.
- Quote paper
- Sascha Hissler (Author), 2009, Presentation and Negotiation, Munich, GRIN Verlag, https://www.grin.com/document/132894
