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


  • 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.

**Please include a conclusion paragraph

***Assignment is 7-10 page


Author:Roy J. Lewicki; David M. Saunders; Bruce Barry


Copyright Date:2015-01-01

Publisher:McGraw-Hill Higher Education


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