ORGA-314 Managing Negotiation

PAA 1 will help you reflect and comment on what you have learned about managing negotiations. Reflections will be based on the application of negotiation-related concepts to real-world experiences. Your choice of real-world negotiation activity is less important compared to your analysis of the event through personal reflection, discussion, and writing. Your goal is to make connections between the concepts you have learned so far in this course and your experience of putting those ideas into practice. Instructor's Note This activity must involve: A negotiation that has taken place since you have started this course. An experience in which you were directly involved, either as a buyer or seller, or as an advisor to a buyer or seller. Assignment value: 15% of course grade Due date: Refer to the course outline. Learning outcomes: Articulate personal perceptions about negotiating. Evaluate personal attitudes and beliefs about negotiating, identify strengths and weaknesses in negotiating, increase negotiating skills, and increase self-confidence in negotiating. Apply a variety of negotiating strategies when personally negotiating. Employ a pre-determined strategy for negotiating. Apply a variety of negotiating tactics when personally negotiating. Conduct research in preparation for negotiating, apply opening tactics, apply general tactics, trade concessions, and apply closing tactics when negotiating. Apply ethical principles when personally negotiating. Identify ethical issues and principles that arise during negotiations. Instructions This assignment is designed for you to practice the preparation phase. You may wish to select a minor issue or topic that will enable an easy negotiation process. Preparations should include determining the following in advance: target point (yours) resistance point (yours) walk away point (yours) target point (other party) resistance point (other party) textbook concepts you intend to apply ethical concepts you intend to apply Once preparations are completed, proceed to conduct an actual negotiation. Write a paper, properly following APA style, documenting your preparations and how those preparations influenced your subsequent negotiation. Also, describe in detail the actual negotiation that took place. Refer to the PAA Evaluation Form for point values associated with relating your experiences and the negotiating phases by selecting Assignments from the course navigation menu, then select PAA. Also, review the student example with concepts presented in the textbook readings. Citing References Embedding a reference citation directly into the body of your paper, follow the example below: Tipler (2010, pp. 66–67) thought there were five questions to consider before negotiating: what is your objective, what are your limits, whom are you negotiating with, are you dealing with people who can sign off on the deal, and what would be unacceptable. The corresponding full text reference that should appear at the end of the paper should be formatted like the example that follows: Tipler, J. (2010). Successful negotiating. In R. J. Lewicki, B. Barry, & D. M. Saunders (Eds.), Negotiation: Readings, exercises, and cases. McGraw-Hill/Irwin. Evaluation Professional skills are a requirement of all PAAs. This includes integration of a well-written paper using correct spelling, grammar, APA citations, and overall appearance of the final document. Good writing skills are required in the business world; there should be no errors in your paper. Review the PAA Evaluation Form by selecting Assignments from the course navigation menu, then select PAA. Instructor's Note It is very important that your paper thoroughly address all areas in the evaluation rubric. That is to say, the outline and organization of your paper should mirror the evaluation rubric.