Negotiation Scenario

After completing the role-play, provide a report of the negotiation.

In the opening paragraph (introduction), provide a brief summary of the negotiation scenario (background, participants, etc.) so that anyone picking up the document would have basic familiarity with the case. Include a description of the final outcome (e.g., purchase price and other details) in your introduction. Make sure you identify the role you played in the negotiation.

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In the main paragraphs of your paper, address the following topics:

  • Analyze the preparation you completed for the negotiation event. What did you do to prepare? Include a brief assessment about what you could have done differently in the preparation phase to support your negotiation effort.
  • Assess the information exchange stage.
    • What information did you share?
    • What information did you withhold?
    • What did the other party share and withhold?
    • How did information sharing (or not sharing) impact the negotiation event?
    • What could you have done differently during information exchange to support your negotiation effort? Give a brief assessment.
  • Evaluate the problem-solving (or bargaining) phase.
    • Who made the first offer?
    • What were the initial positions?
    • What strategies were employed by the participants?
    • What interests surfaced during the negotiations?
    • How did all of those elements impact the negotiations?
    • What could you have done differently in the problem-solving stage to support your negotiation effort?
  • Analyze the resolution (or closure) phase.
    • What was the final outcome?
    • What other alternatives might have been available?
    • How did each party assess the outcome of the negotiation?

Be sure to conclude your paper with a summary of the key points of learning from your work.

Submission Details:

  • Submit your analysis in a 4 page paper

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