Please note that you must meet the minimum length requirement foreach section. If your paper is under
the length requirement, it incurs at least a 10%penalty. Its okay to go over the length maximum, but
please try to stay close.
Please follow these requirements.
1.Summary: What happened in the exercise? (atleast 0.5 page no more than 1 page) While I know
the specifics of the scenario and each partysrole, I do not know what actually transpired during
the exercise. Please give me a short synopsis ofwhat exercise you are writing about, who was
involved, and what happened between you and theother party.
2.Analysis: Why did the negotiation happen the wayit did? (at least 1.5 pages – no more than 2
pages) Now that I know what happened, explainwhy it happened. Using at least 3 class concepts,
(some examples shown below), provide an analysisof how your decisions and actions (and those of
your partner) led to the ultimate outcome of theinteraction. In this section, be sure toapply and
define the concepts you use. The definition onlyrequires a sentence (or less), but make sure it is
clear you are defining the concept. For BATNAand ZOPA, you must tell me more than what the
acronym stands for. Make sure the definition isclear and distinct. Use italics, underlining,
quotation marks or bold to add clarity. Specifically, some examples of conceptsinclude:
BATNA/Reservation point/Goals/ZOPA
First offers and anchoring
Power/Leverage/Persuasion Tactics
Your/Your partners personal negotiation style
Preparation and planning
Distributive approaches to negotiation
Integrative approaches to negotiation
Ethical considerations
Cultural barriers
2
3. Takeaways: What did you learn from doing this exercise? What will you dodifferently the next
time? (at least 1 page nomore than 1.5 pages) Please conclude by reflecting on what you learned
in this exercise that willmake you a better negotiator. What would you do differently if you were to
encounter a similarsituation in the future? Provide specific examples and behaviors.
The format of thereflection paper should follow these guidelines:
Length = See guidelines foreach question
Font = 12 point, Times NewRoman
Margins = 1 inch
Spacing = Double spaced
Cover page = Include yourname, date and assignment title (does not count against length of paper)
You will be graded on thefollowing criteria:
Summary (20 points):CONCISE, easy-to-follow, description including what simulation you are
writing about, who was involved,and what happened.
Analysis (60 points):APPROPRIATE, in-depth application of at least 3 class concepts (see chart). For
full credit, you mustprovide original analysis that uses class concepts but also goes beyond our
online lectures and debriefs.
Takeaways (40 points):INSIGHTFUL, original discussion of lessons learned and future changes in
your approach tonegotiation. Again, the best answers will contain unique insights not mentioned
in the lecture or debrief.
Overall writing clarity andquality (30 points): Logical flow and structure of paper, appropriate
grammar and spelling.
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