Assignment A has two parts.

Part I: Analysis of role-play negotiation simulations

Part II: Counterpart feedback.

Use this sheet as a guide. You analyze and evaluate one role-play negotiation simulation.

Part I: Minimum two pages, double-spaced, 12pt font(Note: two pages rarely reaches an A grade level)

Directions: Briefly describe, thoroughly analyze, andevaluate the process and outcome of three in-class negotiation exercises. This includes a full description of your preparation (BANTA, Aspiration Point, etc). Then, summarize takeaways from this exercise.

Use the questions below for thought generation. Focus on the questions that are most relevant to analyzing your negotiation. You should NOT answer every question (or even MOST of the questions), but you should thoroughly answer the questions on which you focus and provide supporting behavioral evidence for your claims (example below).

For this assignment, you will need to use terminology, frameworks, and concepts from the course, and cite any references to the class readings.

Example of a supported claim: My counterpart employed an empathic style. At one point he read my body language and said, You dont seem comfortable with how the agreement is shaping up. Am I right? He was right. His style was effective because it built trust and made me comfortable enough to share my concerns about our firms ability to meet the project deadline.

Part I, Thought questions- these are meant to get you thinking- not all are relevant for your situation

Briefly describe the situation and your planned strategy.

Did your strategy work as you expected? Why? Why not?

What strategies/tactics did your counterpart use? How effective were they?

What sources of power did you use?

What sources of power did your counterpart use?

How assertive and/or empathic were you?

How assertive and/or empathic was your counterpart(s)?

How well did you understand your counterparts interests and feelings? How did your understanding (or lack of understanding) effect the negotiation?

How well did your counterpart(s) understand your interests and feelings? How did their understanding (or lack of understanding) effect the negotiation?

Did you attempt to influence the mood of the negotiation or manage participants emotions (your own emotions or those of your counterpart)? If yes, how so?

Did your counterpart(s) appear to influence the mood of the negotiation or manage participants emotions (their own emotions or yours)? If yes, how so?

Was value created? How?

What tactics did you use to claim value? Were they effective?

What tactics did your counterpart use to claim value? Were they effective?

Was the pie split fairly? Why? Why not?

Did either party try to exploit the weaknesses of the other?

Did either party engage in relationships building? How so?

What effect did this negotiation have on your relationship with your counterpart? Why?

What, if anything, would you do differently next time?

What advice would you give the person with whom you negotiated?

What did your counterpart do that worked well for them and/or impressed you?

Part II (length: I expect about page, double-spaced, 12pt font)

Directions: Using information from your analysis, write feedback for your counterpart.

Name(s) of Counterpart(s) and their roles:

1. Using the terminology, frameworks, and concepts from the course, what advice would you give the person(s) with whom you negotiated?

2. What did your counterpart do that worked well for them and/or impressed you?