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In least 4 pages, discuss and analyze a real-world negotiation that you experienced. The report is
based on how you planned and executed a negotiation of something of personal value to you. It
could be a negotiation based on anything such as a good or service from a merchant, better credit
card rates, a salary from a potential employer, negotiation with a friend, etc. The focus of this
paper is to report on your preparation, tactics used during the negotiation, your negotiation
results, and most importantly, lessons learned from this experience that can lead to improved
negotiation in the future. You will need to reference ideas, concepts, strategies, or tactics
presented in the text and our class discussions in your response. Be sure to cite all sources
referenced. (You are also encouraged to include strategies learned through outside sources. Just
be sure to cite all sources referenced).
The paper must demonstrate use of concepts learned and discussed in this course. The report
must be at least 4 pages in length. To ensure comparability, you are required to use the following
format: double spaced; Times New Roman; font size 12; 1-inch margins top and bottom, 1.25-
inch margins left and right.
You may use the following prompts to help you get started on ideas to write your report.
1. Describe the situation that necessitated the negotiation.
What was the negotiation about?
What were your interests?
What were your goals?
Describe the other party? What are their interests?
1. Describe how you prepared for the negotiation:
Did you gather any information or conduct any research prior to the negotiation?
Did you have a BATNA?
What do you know about the other party(ies) interests or goals?
2. Describe the negotiation process:
What type of negotiation was it for you? Distributive? Integrative?
What efforts did you or the other party make to create value?
What efforts did you or the other party make to claim value?
What dilemmas did you face?
What ethical issues surfaced during the negotiation? How did you deal with them?
What negotiation tactics did you employ?
What negotiation tactics did the other party(ies) employ?
How did you respond to the other party(ies) tactics?
How did you influence the other party(ies) point of view?
How did you use your BATNA, if any?
3. Describe the aftermath or the outcome of the negotiation:
Did you achieve your desired outcome?
Were you pleased with the negotiation experience? Why or why not?
Do you think your negotiation strategy/tactics were successful? Why or why not?
Did you notice any bias in your perception towards the other party?
How did you use power? What kind of power did you have?
Did your BATNA have any effect on the negotiation?
How did your preparation help with the negotiations?
Did trust, reputation, or justice play any role in the negotiation?
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