Final Paper Option B: Negotiation Application – CURRENT Reflection & Analysis 7 pages requirement
This paper is an analysis of a negotiation you will plan and conduct sometime during the quarter or shortly thereafter. The purpose of this paper is for you to apply what you are learning in this course to a current negotiation experience. You do not need to complete the negotiation by the due date of this paper in order for this option to be a viable one for you. There will be a greater emphasis in this paper on your negotiation planning compared to Option A; in fact, as you answer the questions below, compare and contrast your plans and anticipated approaches, tactics, thoughts and feelings with the actual negotiation.
a) Describe the situation. What is the context of the negotiation? Provide relevant background information. Who is involved and what are the relationships? What is the impetus for a negotiation? What issues are on the table?
b) Develop a negotiation plan. What are your goals? What research do you need to conduct? What are your assumptions, positions, interests, target and reservation points and BATNA? What do you know about the other negotiator’s reputation, assumptions, positions, interests, target, reservation point and BATNA? What is your plan and what strategies will you use? What would happen if no resolution is reached? How would that impact you and the other negotiator? What negotiation misconceptions do you need to discard to be successful? How will you manage your negotiation strengths and challenges? After the negotiation is complete: Compare and contrast your plans with the actual negotiation.
c) Determine the distributive dimensions of the negotiation. What do you know about the bargaining zone? Who is more dependent on coming to a resolution? Who has a better BATNA? Will you make the opening offer, what is it, and to what degree do you want it to anchor the rest of the negotiation? What patterns of concessions are you willing to employ during the negotiation? What tactics are you willing to use in the final offer, commitment and closing phases of the negotiation? After the negotiation is complete: Compare and contrast your plans with the actual negotiation.
d) Determine the integrative dimensions of the negotiation. To what degree can the negotiation be more integrative and interest-based than distributive and position-based? In what ways will you role model the characteristics of an integrative approach? What behaviors will you adopt? What are your common and opposing goals, issues and stakes? How can those resolved? Which option-generation, criteria development and problem-solving methodologies can be used? After the negotiation is complete: What alternative solutions were developed, what trade-offs were made and how was one (or more) solution selected? Compare and contrast your plans with the actual negotiation.
e) Analyze negotiation styles and uses of power. What negotiation style will you use? Can you anticipate situations in which you would adjust your style during the negotiation? If so, what would they be and how might that impact the outcome of the negotiation? What style do you anticipate the other negotiator using? If the other negotiator is “tough,” what strategies will you use to deal with that style? How can you use power in a constructive way to influence the outcome? To what degree did you and the other negotiator use “breakthrough strategies” (Ury Getting Past No)? How will you leverage your negotiation strengths and in which areas will you stretch? After the negotiation is completed: Compare and contrast your plans with the actual negotiation.
f) Determine whether there could be any ethical issues. Based on the interests and stakes for both you and the other negotiator, in what ways could there be any ethical breaches? How will you handle your own ethical issues? How can you respond to unethical behavior by the other negotiator? After the negotiation is completed: Compare and contrast your plans with the actual negotiation.
g) Conclude with the major lessons learned. What thematic insights have you gained from this analysis about yourself as a negotiator and about negotiation theories and practices? What negotiation strengths will you build on and development needs will you improve? What will you commit to do to be a more effective negotiator?