The first step will be to select a hypothetical organization and software category for your Software

Development Process Improvement Plan. Examples would be a company that develops its own software

for internal use, a company that develops software for external sale, or a company that provides

contractual software development. This organization will be used as the basis for each of the assignments

throughout the course and should conform to the following guidelines:

Nontrivial: The selected organization should be large enough to allow reasonable exercise of the software

development processes you will identify.
Domain knowledge: You should be familiar with the organization or software category to allow focus on

the software development processes without significant time required for domain education.
Accessibility: You should have good access to the people and other information related to the organization

or software category because this will be an important part of the process improvement.

Sample Solution

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You represent your client Mrs Dune who has a business called ‘Cakes and Fizz’. She has found the

property she wishes rent for her new shop. This is located in Faraway Village in Coventry. It has been

described as the perfect place by Mrs Dune. The rent for the premises has been advertised at £1,800 per

month with the additional comment stating that all reasonable offers are considered. This is clearly an

invitation to enter into a negotiation. The owners of Faraway Village are represented by Irvin Mitches

Solicitors. They are a multi national solicitors firm. You are a partner of a small local firm.
The date is fixed for the negotiation and you have to prepare your strategy. It has been proposed that the
negotiation takes place at Irvin Mitches offices. You have also been given a list of their negotiation team of

3 solicitors. You were planning to attend alone.
The head of the team, Mr Bean, gave an interview in last months Law Gazette in which he said “I always

win and that is why my clients instruct me time after time”.
Mrs Dune has stated that she is prepared to pay the full amount but you believe that the price is too high

and Mrs Dune has not taken into consideration the additional costs suchs as rates, bills and redecoration

costs.
You have explained this to your client but she doesn’t seem to care. She simply said “you had better get

it”.
You have always been a very effective negotiator as you do not back down.
Prepare the strategy for the negotiation, in light of your clients instructions, but paying particular attention

to the
following:
• Whether the proposed environment is appropriate.
• Negotiating against a team.
• The type of negotiator Mr Bean is likely to be and how could you neutralise him.
• The style/styles of negotiation you will need to use to get the best outcome.
• Other factors/tactics you may need to consider/use in order to get the best deal for your client.

Sample Solution

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