Description
One 7-9 page final paper is analyzing one of the negotiation simulations you engaged in during the semester, using the analytical tools.
A short review (no more than roughly a page) of the important events that took place, and then the bulk of the paper focusing on analyzing the negotiation utilizing the concepts and frameworks of the course. I recommend that you try to address some of the following questions in the assignment, and that you interview your negotiating partner(s) prior to writing the paper:
– What were the resistance points, target points, and BATNAs of you and your partner(s)? After discussing it with your partner afterward, can you discern what the ZOPA was?
– How did each side try to frame the dispute, and what was the frame that ultimately shaped the way the final result was reached? Why did it happen this way?
– What role did personality, culture, and/or gender play in the negotiation?
– What strategies and tactics did you and your partner choose, and why?
– What role did preparation play?
– What could you and/or your partner(s) have done to improve the final outcome?
– Review the main topics of the course outline below, and look for other relevant analytical
issues to examine.
Note you are ANALYZING a single negotiation simulation in which you participated over the
course of the semester, using the tools to get a deeper understanding of what happened in that negotiation. Remember that the essence of analysis is to answer the “why”questions: Why did a particular tactic work in this case? Why was your partner able to set the frame more effectively than you? Etc. Analysis is always a reasoned discussion based on evidence – _so don’t forget the evidence! Part of that evidence most certainly will include the perspectives of your negotiating partner(s), so make sure you talk it over with them.
Materials
Richard Shell, Bargaining for Advantage (New York: Penguin)
Roger Fisher, William Ury, and Bruce Patton, Getting to Yes (New York: Penguin)
Rebecca W. Gaudiosi, Jimena Leiva Roesch, Wu Ye-Min, Negotiating at the United
Nations: A Practitioner‘s Guide (2019), available online
