UP Negotiation Essay

Real-world negotiation analysis (15%)?You have been negotiating for years – perhaps without even conceptualizing the interactions as negotiations. Likewise, in the past, you probably overlooked many opportunities for negotiations. In order to encourage you to think about the many everyday opportunities you have to negotiate, and to improve your negotiation skills, you are being asked to GO OUT AND NEGOTIATE, AND ANALYZE YOUR NEGOTIATION. Specifically, choose something big that you think it’s really not okay to want, something you think would make you seem greedy or selfish if you asked for it. This should be a high-stakes negotiation: something that you really do want. Your planning phase should be akin to planning for a class exercise and may include elements including (but not limited to) a planning document and/or a scoring system, etc. 

You can negotiate for anything you would like. For example, your negotiation could involve a good or service from a merchant, your package with a potential employer, a discount from a service provider, or anything else. 

Creativity will be rewarded in the grading (for example, negotiating with an antique dealer over the price of an item is expected and therefore less impressive than negotiating with a local department store over an item’s price). Also, note that you do not have to buy anything to complete this assignment. On the contrary, you may be on the selling side in the negotiation, or your negotiation may not involve a purchase at all. 

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After you have completed your bargaining, you should write an analysis of the negotiation. You should present your strategy and analyze what occurred in the negotiation. Rather than just providing a description of what occurred; you will critically analyze the negotiation using the concepts from the readings and the class discussions. Explicitly draw comparisons to two negotiation exercises we’ve conducted in class. If you used a planning document or scoring system, include it in your analysis. You’re also welcome to include email correspondence, which will not count towards your page limit. 

What if your negotiation was unsuccessful? That’s OK! You will not be penalized for writing about a failed negotiation. Often, we learn as much our failures as our successes. 

As with the post-negotiation analyses, the key is to focus on analysis rather than description of the negotiation. Your grade will be based on your creativity and your analysis of the preparation, process, and outcome of the negotiation, as well as your comparisons between class negotiations and your real-world negotiation. 

There are only two rules for this assignment: 

1. You may not tell the person with whom you are negotiating that this is for a class project until ?the negotiation is complete (and then you can decide whether or not you want to tell them ?this). ?

2. You must engage in a negotiation that you intend to follow through with if you obtain the ?outcome you desire. Negotiate for something you actually want. ?