To complete this exercise you will need to write a report $2-3$ pages in length detailing a negotiation situation in which you were personally involved since class started. You can also write about negotiations you did before the course began or negotiations you prepared for but didn$$t actually do$.$

You may write about things from your work or any other part of your life. Please change any names and relevant facts which you need to change to protect the privacy of others and yourself.

Your report should be organized so as to address the following points.

$-$ What happened? Give a succinct, objective description of the key facts.

$-$ How it came out$/$where it now stands. Summarize the outcome, if any, and what, if anything,remains to be settled. If there was no conclusion, say so$.$ Negotiations are often not resolved quickly. Be specific.

$-$ How I felt. Indicate how you felt before, during and after the negotiations were complete.

$-$ How my counterpart$($s$)$ felt $($as nearly as I can tell$).$ Sometimes the other person will tell you how they feel about the negotiation issue, process and outcome, sometimes you can deduce this based on what is said and the mannerisms displayed.

$-$ Preparation and approach. You should attach any written plan you prepared before the negotiation. Please explain the Preparation and Approach section in detail and prepare a plan.

Preparation

Who are the parties in this negotiation? What is the nature of your relationship with the other party $($or parties$)?$ What are the issues in this negotiation?

How did you prepare for this negotiation?

Be sure to incorporate key negotiation concepts including BATNA, resistance point, target point, starting point, and bargaining range in your analysis.

Negotiation

What strategies and tactics did you use in this negotiation? Why did you choose to use these strategies and tactics?

Were these strategies and tactics effective? If so$,$ why do you think they were effective? If not, why not?

Be sure to discuss negotiation concepts from the readings and discussions $($e$.$g$.,$ distributive vs$.$ integrative strategies and tactics, frames, emotion, communication, cognitive biases, ethical considerations, power, etc.$)$ and use examples from your negotiation to support your argument.

Reflection

What were the outcomes of this negotiation? Did you achieve your goals? Why or why not?

Which concepts, theories, and$/$or ideas that you have learned in this course helped you in this negotiation?

What changes, adjustments, and$/$or improvements can you make to be even more effective in future negotiations?

$-$ Ethical Dilemmas. If you feel you faced a significant ethical problem of some kind, briefly describe it$.$ If not, simply say so$.$

$-$ What surprised me$.$ What surprised you about this negotiating experience? Please do not say what you would do differently, and don$$t write about surprises about the initial situation or the other person$$s attitude. Focus on what surprised you about the process and the outcome once the matter arose.

Write about a planned negotiation situation $($if possible$).$ Although spur$-$of$-$the moment negotiations are okay, it will be more valuable to you to write about a negotiation that you planned for. If you find yourself in the midst of a negotiation that comes up without warning, call a time out and come back later when you have had time to think through the situation, your options, and strategies you might employ.

Sometimes it may be a challenge to come up with a serious negotiating situation. Be creative. Is there a problem or an opportunity you$$d like to address if you felt more comfortable about your negotiating skills? You may want to use this course as an excuse to address a concern you$$ve been putting off for some time. Here is a list of topics that students often must negotiate about:

$ Landlord$-$tenant rent negotiations

$ Deciding where to go for a three$-$day weekend

$ Dealing with a noisy neighbor

$ Putting together a party with several friends

$ Wedding reception hall booking

$ Project team conflicts in another course

$ Helping someone deal with a bureaucrat$/$contractor$/$salesman

$ Going through a job $/$ internship negotiation

$ Negotiating for a pay raise, vacation, etc.

$ Interdepartmental disputes

$ Supply contracts

$ Dealing with a problem employee