Analysis of Negotiation

Analysis of Negotiation

Your assignment is to demonstrate your knowledge of negotiation concepts by analyzing a complex negotiation. Your assignment is to:

Choose a negotiation to analyze.  The negotiation may be from the news, history, or even from a movie or other work of fiction. Some examples are teachers’ union contract negotiations, other union contract negotiations, sports contract negotiations, and peace treaty negotiations.  You should generally not choose to write about a negotiation in which you were involved. The exception is that students with years of professional work experience may write about a significant negotiation at work, if you are able to share a sufficient amount of detail to fully describe the negotiation without compromising confidentiality.

Analyze the negotiation addressing the following points:

• Describe the context of the negotiation. Identify the parties to the negotiation (include audiences/constituents, when appropriate). Describe the circumstances that led to the negotiation.
• What were the interests of the parties? What were the goals of the parties? Your reporting of interests and goals should be based on research you conduct; however, you may also need to make a judgment based on the information you find. For example, a news article about the negotiation will probably not clearly state the interest and goals, but you should present the information you find (citing the source) and then state what you think the interests and goals were based on that information.
• Describe the process of the negotiation. This may include who made the initial offer, the general pattern of offers and counter-offers, negotiation techniques used in the process, etc. Again, use the information from your sources.
• Analyze the negotiation using concepts learned in the course. What strategies and tactics did the parties apply? What went well in the negotiation? What could have gone better? What type of agreement was reached? Do you see a possible alternative solution that the parties could have explored? What is your reaction to the negotiation?

The body of your paper (not including the bibliography) should be 5-7 pages, typed, double-spaced with 12-point font. Please number the pages of your paper and remember to put your name on the first page of the paper (I often print the papers to grade). You do not need to include a separate cover page.

All references should be cited using APA format. For more information on APA format, use the link in the “Negotiation Analysis Paper” module.

Please check your paper using Turn-it-in (TII) plagiarism prevention software. I prefer that you use TII as plagiarism prevention. The Canvas link for submitting your assignment is set to allow you to check your work using TII, make any necessary corrections, resubmit your work, and check again. Thus, please be sure to allow sufficient time before the paper deadline for TII to process your paper, review any material that is “flagged,” and make any necessary corrections. Please note that not everything that is flagged is a problem.

Needless to say, papers should be well-written using proper grammar and spelling. You are encouraged t use headings to guide the reader through the paper, and to use transitions between the sections of the paper. There should be a brief conclusion at the end of the paper.

Note:  I encourage you to use the rubric provided as a “checklist” as you develop your paper.

Paper FAQs:

1. Students sometimes ask whether there is a specific number of references required. There is not a specific number, but here are some guidelines: 1) When describing a negotiation reported in the news or history try to find more than one source of information. Multiple (2 -3) sources will give you multiple perspectives on the negotiation. 2)  When you draw upon readings or other materials assigned in class, including the optional materials, remember to cite those sources as appropriate, and include them in the bibliography when cited.
2. Students also ask about the page requirement. A paper of 5-7 pages is the goal. It may be difficult to address all paper requirements in sufficient depth in fewer than 5 pages. At the other end of the range, 7 pages is not an absolute limit. If your paper is a page or so longer that’s ok, but the topic can usually be addressed in 5-7 pages.

Negotiation Analysis Paper