LENGTH: a title page (1 page), reference page (1 page) and 5-7 pages of quality analysis and reflection = 7-9 page paper.

CITATIONS & REFERENCES: Each assignment will have 6-8 in-text citations using at least three (3) different academic sources:

• a minimum of 3 from the original textbook, and

• a minimum of 3 from other course material or approved academic resources.

• Non-academic sources may be used to support your work, however blogs, social media outlets, Wikipedia, Buzzfeed, Dictionaries, etc. are NOT acceptable sources for these 6-8 references (so you can use other quotes, blogs, etc. but they do not count towards this requirement).

PAPER #3:

Negotiation A Case Study in Negotiation. Using the text, Getting to Yes, you will analyze a negotiation you have personally experienced in the last 12-18 months. A Case Study asks and answers a key question connected to your topic with supportive evidence, observations and finally recommendations. A well-written case is something someone else can look at and use an example to support their position on a given topic. It is informative, creative, tells a story and invites the reader to consider the evidence presented to shift a perspective or enlarge one’s learning.

Follow these steps:

Step 1: TITLE: Create an engaging title for this Case Study.

Step 2: KEY QUESTION/ CHALLENGE TO OVERCOME: You will create a key question that this case study will attempt to answer. It may be a negotiation challenge to overcome, a specific aspect of this negotiation that needs further analysis. It may connect to the complexity of negotiation or how the keys to principled negotiation are the solution to becoming more successful at negotiation. Whatever your question is (and it can be 1-3 sentences), make sure that it gets answered by the end of your case study. Here are some examples to get your thinking activated but feel free to create your own.

• What barriers does a 20-year old face when negotiating with an elder and how can they overcome them?

• How does one’s culture affect the negotiation process of buying a car?

• In what ways do women and men negotiate differently?

• How do I safely express my emotions in a negotiation with my parents?

Step 3: INTRODUCTION and BACKGROUND: Briefly explain the details of this negotiation (who was involved, when, what the negotiation was about, what exactly was said or done in the negotiation). Provide important details that will help the reader fully understand the nature of the events surrounding the negotiation.

STEP 4: ANALYZE & PROVIDE SOULTIONS: Analyze the negotiation using the framework of the 4 keys of principled negotiation (as outlined in the textbook), discuss the following questions in your paper:

o how could you separate people from the problem?

o what are the keys interests v. positions for each party in this negotiation?

o what options for mutual gain are available?

o are there any objective criteria that could be used in this negotiation?

o what might a win-win-solution look like for all parties involved in this negotiation?

Step 5: CONCLUSION: Make sure your conclusion summarizes and answers the key question/ challenge to overcome that you posed at the beginning of this case study. Also include the key 1-2 things might you would recommend the reader do in future negotiations to achieve a win-win successful outcome.