Personal Negotiation: You will conduct a negotiation of personal significance (on your own outside of class) using concepts learned in this course.

Personal Negotiation: You will conduct a negotiation of personal significance (on your own outside of class) using concepts learned in this course. It can be a workplace/school, interpersonal, retail, or service negotiation. You must have a strong interest in the result. NOTE: For any retail or service negotiation, you are not required to actually purchase the item or additional service.

You will write a two-three page, double-spaced, analysis of your application of negotiation theory in your preparation, negotiation performance, and the outcome., Your paper should reveal insight and understanding of the negotiation process, and what useful skills/knowledge you learned. Papers will be graded using the following criteria: the nature of the negotiation, the outcome, the degree of difficulty of the “ask,” and the tactics/techniques you used.

Your analysis must reference at least three (3) negotiation concepts from the assigned readings. Make sure it is spell-checked and well written. Please use citations.

You can use the format below for your notes but you must turn in a well-written paper rather than a report in answer to the questions.

Part I: Pre-Negotiation Preparation

1. If you are unable to reach an agreement in your negotiation, what are your alternatives (what do you see as your best alternative(s) to a negotiated agreement (BATNA))?

2. What are your real interests in this negotiation (what you need to achieve, and why):

3. What are your “must-haves” in this negotiation vs. what you’d “like to have”:

4. In this negotiation, what do you hope to get (“wish”/asking price), expect to get (“want”/target price), and the least you’d be willing to settle for (“walk”/reservation price/bottom line)?

5. What do you think is the other party’s wish, want, and walk price?

6. What can you say/do to help make this negotiation collaborative (win-win) rather than competitive?

7. What no’s do you expect to hear in response to your proposals, and what do you plan to say/do to help overcome them?

8. Are there any outside authorities (e.g., policies, laws, independent reviews, internet search, competitor’s offers, etc.) that you could reference in order to make your requests/responses appear more authoritative and credible?

Part II: Description of the Negotiation

A. How/where/when/with whom did your negotiation take place?

B. What was the outcome of the negotiation; describe the negotiation process.

C. Specifically, in what ways were you satisfied/dissatisfied with the outcome?

D. Explain the things did you do well in the negotiation?

E. Specifically, explain what you did during the negotiation that could use improvement?

F. Finally, what did you learn in this negotiation that could help you in your career/life?

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