pdf slidesnegotiation — real world negotiation W r i t i n g

pdf slidesnegotiation — real world negotiation W r i t i n g

*Key course concepts are attached in the pdf slides

Negotiation — Real World Negotiation

This final assignment is fairly open ended. It is your last opportunity in class to experiment with applying course concepts to a negotiation and learn from that experience. So far you have asked for something you don’t normally ask for (Gym 1), negotiated something successfully in the real world (Gym 2), and have practiced negotiating until you hear a real “no” (Gym 3). Now, let’s put it all together!


For this capstone exercise, you need to negotiate something of greater value than in previous negotiations, and to apply all the course concepts to your preparation and analyses. This is your last opportunity to demonstrate what you have learned in this course and how you are applying concepts to your negotiations.


You have the opportunity here to negotiate for anything that has meaningful value. This must be a new negotiation – it cannot be a (re)analysis of a negotiation that took place prior to December 7 . You may not tell the other person at any point (before, during or after) that this negotiation is for a class. Beyond these simple rules, anything goes. Be creative and pick something you care about!

Write in prose (no bullet points) because it is difficult to communicate a thorough analysis with bullet points.


A paper that does not exceed 3 pages (Formatting: 12-point font, 1-inch margins, double spaced) and contains description and analysis of your experience and what you learned, which can include but is not limited to:

  • A brief description of the situation so I know what you negotiated for, how you approached the situation, and what the outcome was.
  • An introspective critique your performance. If you were successful, what contributed to a good outcome? If you were unsuccessful, what could you have done differently? Relate your critique back to the concepts covered in class.
  • Lessons that you can take to subsequent negotiations (about the negotiation in general or yourself in particular). Discuss at least 3 things you know now that you did not before this exercise. Don’t just mindlessly repeat course concepts and terminology – demonstrate you understand these with depth and detail as they relate to your negotiation.

Papers should be precise, organized, logical, and appropriately supported with evidence. High grades are reserved for well-written papers that demonstrate a clear, in-depth, and sophisticated understanding of the key concepts covered throughout the course (note that peppering a paper with negotiation-specific words/jargon is not demonstration of a sophisticated understanding of course content.) Outstanding papers will have analytical depth, reflective richness, address issues of both strategy and style, and support observations and arguments with conceptual material from readings and class.

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