Objectives There are two objectives for the course project: 1. To analyze a complex negotiation (work, personal or historical) 2. To apply negotiation course concepts in your analysis. These objectives, while straightforward, are critical to your learning. Application knowledge is the key. If you can apply what you have learned in the course to the project you will also be able to apply what you have learned in other environments after the class has ended. A negotiation between a vendor and business over products and services. Guidelines Paper must be 10 pages minimum in length, not including the title, abstract or reference pages. Paper must apply APA formatting. Paper may apply more up to but no more than three pages in describing the negotiation. Negotiation should be complex enough to challenge student's analytic skills. Paper is due in week 7. Grading Rubrics Category Points % Description Central theme/purpose is clearly identifiable and well developed; introductory comments provide sufficient background on the topic and preview major points. Subsequent sections develop/support the central theme of the paper. Conclusions and recommendations follow logically from the body of the paper and bring closure to the paper. Organization & Cohesiveness 63 35% Structure is clear, logical and easy to follow; smooth transition between paragraphs help maintain the flow of thought. Meets minimum assigned length. No major errors in spelling, punctuation or grammar. Paper is laid out effectively - uses headers and/or other reader friendly tools Paper is professional in appearance and demonstrated attention to detail; tone of voice is appropriate to audience (academic is preferred). Category Points % Description Addresses all aspects of the assignment in sufficient depth. Content 72 40% Analyzes and discusses negotiations concepts by extending and elaborating with realistic examples Exhibits a substantive and perceptive ability in analyzing and discussing negotiation topic that is focus of paper. Documentation (References) 27 15% The majority of opinions, assertions and analyses are rigorously supported by primary and secondary research. Papers need to include a minimum of 6 sources with at 50% of those sources being primary sources. Note: course texts are secondary research sources. Formatting (APA) 18 10% Paper conforms to APA format guidelines. All references are acknowledged and properly cited in APA format. Total 180 100% An "A" quality paper will meet or exceed all of the above requirements. Best Practices The following are the best practices in preparing this paper: Title Page - Include who you prepared the paper for, who prepared, and date. Table of Contents - List the main ideas and section of your paper and the pages in which they are located. The illustrations should be included separately. Introduction - Use a header on your paper. This will indicate you are introducing your paper. The purpose of an introduction or opening: 1. Introduce the subject and why the subject is important. 2. Preview the main ideas and the order in which they will be covered. 3. Establish a tone of the document. Include in the introduction a reason for the audience to read the paper. Also, include an overview of what you are going to cover in your paper and the importance of the material. (This should include or introduce the questions you are asked to answer on each assignment.) Body of Your Report - Use a header titled with the name of your project. Example: "The negotiation between Company X and Company Y; An Analysis". Then proceed to break out the main ideas. State the main ideas, state major points in each idea, and provide evidence. Break out each main idea you will use in the body of your paper. Show some type of division, such as separate sections that are labeled, separate groups of paragraphs, or headers. You would include the information you found during your research and investigation. Summary and Conclusion - Summarizing is similar to paraphrasing but presents the gist of the material in fewer words than the original. An effective summary identifies the main ideas and major support points from the body of your report. Minor details are left out. Summarize the benefits of the ideas and how they affect the tourism industry. References - Follow APA Publications Manual in using in-text citations and include a reference page. 1 Proposal Everyone runs into some type form of negotiation every now and then. We can run into negotiations within our family, business, workplace, and even socially. We bargain with the buyers for a suitable price for products. Negotiation is part of our life. The significance of a negotiation turns out to be very important when dealing with organizations. I decided to examine a negotiation situation between Wal-Mart with some of its suppliers. The reason I chose this situation and deciding to talk about more than one supplier is to show the role of power difference between the negotiating parties. Wal-Mart is one of the largest retailers, which is known to be one of the most desired partners for potential suppliers. I believe this would make negotiating more difficult for organizations willing to sell their products in Wal-Mart. Suppliers are also as important to Wal-Mart as they need some of these major companies in order to stay successful. I have selected the P & G as one of the suppliers and Frey Farms Produce as the other due to their size differences, bargaining power and techniques used with Wal-Mart