The third part of the course project gives you the opportunity to engage in the last two stages of the negotiation process. The first stages of negotiation are preparation and information sharing. The last two stages relate to the problem solving (or the actual bargaining processes) and the completion (resolution) of the negotiated outcome. Additionally, you will be gaining insight into your authentic self in the negotiation process, practicing behaviors for building greater other awareness, and refining your use of negotiation tools. Please remember that this should be the same negotiation you discussed in the W3 Project.
Problem-Solving and Resolution
- Analyze the bargaining process, including initial positions, distributive or integrative tactics, and the evolution of the terms of the potential agreement via negotiations.
- Evaluate sources of leverage available to one or both sides and how leverage was used in the negotiation.
- Analyze the negotiating styles of participants.
- Evaluate barriers to a negotiated settlement and the problem-solving skills required to overcome the barriers.
- Analyze the role of relationship in the negotiation and assess the level of trust evident, including factors or behaviors that contribute to the level of trust.
- Critique the final settlement, including an assessment of whether each party considers the outcome a “win.”
Problem-Solving and Resolution
Tasks:
Begin this segment of your final project with a one- or two-paragraph introduction that summarizes the negotiation scenario, purpose, participants, and two or three key points from the preparation and information sharing that would help someone who has not read anything about the project develop a basic grasp of what is happening.
- Provide a one- to two-page evaluation of the structural components of the negotiation event.
- For example, describe where the negotiation occurred, how long it lasted, who actually participated, and how each of those factors might have impacted the negotiation.
- Include an analysis of how you might arrange the structural pieces differently in future negotiations (e.g., what you learned that you can apply to future negotiations) to provide greater advantage or produce a more positive negotiated outcome.
- Provide a three- to four-page analysis of the negotiation process that happened.
- What were the initial positions?
- How did interests and the BATNAs influence the negotiation process and the final outcome?
- What cultural and communication elements were present?
- What barriers or problems emerged? How were they addressed?
- What was the climate of the negotiations? What were the strategies, tactics, and styles evident in the negotiation?
- What countermeasures were evident?
- How did all of these types of considerations impact the bargaining process?
- How might you approach the problem-solving stage differently in future negotiations (e.g., what you learned that you can apply to future negotiations) to provide greater advantage or produce a more positive negotiated outcome?
- Provide a one- to two-page description of the final outcome of the negotiation.
- Include an assessment of the outcome for each party (e.g., was it a win for each party?). Provide rationale and evidence.
- Provide an appraisal of any other outcomes that were considered and how those outcomes might have changed each party’s assessment of the negotiated settlement.
- Finally, summarize the entire negotiation case study learning experience in one to two pages.
- How do you assess your own performance as a strategic negotiator?
- What principles have you outlined that you will apply the next time you “do” a negotiation?
- What did you learn about your authentic self? How have you changed?
- What tools have you gained? Be sure to use course concepts and terminology in your summary.
Submission Details:
- Submit your case study analysis in a 7- to 10-page Microsoft Word document.
- 3 + different credible sources for each section.
- 5) Format your assignment responses per APA guidelines.
- Due Monday, 3/17/25 @ 10pm CST!!!!!!!!!!!!!!!!!!!!!
Requirements:
1. Make certain to include in text citations from your course text in addition to your outside leadership resources within your main post. This adds credibility to your argument.
[Textbooks]:
Lewicki, R., Saunders, D., & Barry, B. (2023). Negotiation (9th ed.). McGraw-Hill Higher Education. ISBN: 9781265608750
and
Lewicki, R., Barry, B., & Saunders, D. (2014). Negotiation: Readings, Exercises, and Cases (7th ed.). McGraw-Hill Learning Solutions. ISBN: 0077862422
2. No plagiarism will be tolerated. Must be in 7th Edition APA format with cited sources within the last 5 years.
3. No AI support, score must be 0% and less than < 10% score on Turnitin