77E25000 - Business Negotiations, 24.04.2019-22.05.2019

Assignment 4: Analysis of final negotiation (40 pts)

This individual assignment requires you to write a 2-3 page (single-spaced) analysis of your final negotiation, including the pre-negotiation messaging.

• State in what ways your team was successful or unsuccessful, and why you think this was so. 
• Make clear links to negotiation theories dealt with on the course and incorporate feedback you received from TOP during the debriefing session. 
• Include comments on what occurred both before and during the negotiation.
  

General questions to address:

• could you/TOP have achieved a better result? Why/how?
• what did you/TOP do well?
• how could you/TOP have been more effective?
• if TOP did this negotiation again what should they do differently?
  

Some specific areas you might consider:

Did your team / TOP?

• put enough emphasis on the information exchange phase of the negotiation
  
• attempt to discover needs and expectations
• accurately understand and estimate power
• focus on interests rather than positions
• attempt to generate options
• separate people from problem
• avoid reacting to proposals with counter proposals
• ask enough / the right kind of questions
• listen effectively
• other points related to articles and class material

Evaluation criteria
Please check the evaluation rubric available in this submission box before starting to work on the assignment and again before you submit.