Negotiation Exercise Analysis Summary

Guidelines for Negotiation Exercise Analysis Summary

The feedback analysis is designed to help you improve your negotiation and conflict management skills. It is worth 25% toward your final grade. Note that the key to doing well on this assignment is not necessarily how well you perform during the class negotiations. Rather, it is how well you communicate what you have learned about how to negotiate successfully. Your paper will be graded on thoroughness and depth of reflection and critical reasoning skills (ex., have you noticed and recognized the connections among your data points, etc.).

Students will write an analysis of their negotiation skills by integrating data from (1) their Negotiation & Conflict Styles Inventory results; (2) partner feedback (c.f., quantitative and qualitative feedback from Negotiation Exercise Partner Reaction Forms) and (3) settlement terms for the dyadic (i.e., one-on-one) negotiation exercises. Specifically, your written summary should be 8-10 double-spaced pages (Times New Roman 12-point font, one-inch margins) addressing the following issues:

Partner reactions. Summarize your partners’ reactions to you across the various negotiation exercises in which you participated this term (you should have tracked those in the SpreadsheetDownload Spreadsheet I’ve provided earlier). What trends do you see in your numeric scores and comments across the exercises? (Please provide supporting graphs/data analysis in Appendix.) Why do you think your partners had these reactions to you—what did you specifically do (give 2 examples) that might have elicited these reactions? Try and address both verbal (e.g., tone of voice, emotion) and nonverbal (e.g., posture, eye contact, etc.) behaviors in your analysis. Be sure to address whether reactions to your performance were consistent across different negotiation settings (e.g., face-to-face vs. email). (approximately 2 pages)
Settlements. Briefly summarize your settlement terms across the negotiation exercises—about how often did your terms fall in the highest/lowest 25% for your role? Any other ways in which you could evaluate your performance in comparison to your peers? How creative were your settlements in comparison with others in the course? What trends did you find in the settlement terms for your roles? Looking across the exercises and thinking back on your partners’ reactions and nonverbal behavior, what did YOU do that led to your best settlements? What did you do that led to your worst settlements? (approximately 2 pages)
Strengths & areas for improvement. Given your analysis above, what 2–3 aspects of your negotiation skills do you think are particularly strong? How will these strengths help you in your career? (Provide 2 specific examples tailored to your own current/future job.) Given your analysis above, what 2–3 aspects of your negotiation skills do you think need improvement? How will improving these areas help you in your career? (Provide 2 specific examples tailored to your own current/future job.) To what extent are your strengths and development needs consistent with the results of your Conflict & Negotiation Styles Inventory? (approximately 2 pages)
Action plan. Offer some specific suggestions for how you might develop your areas for improvement and a timeline for working on them (think SMART goals and be creative; avoid general statements such as “I will read about this topic”). Be sure to include what goals will you set, what new obstacles (internal or external) might you encounter, and how would you overcome them. Remember, this is an action plan – it should include actions which are executable and will likely lead to improvement. Please avoid focusing on general philosophies. (approximately 2-3 pages)
Please focus on the following exercises: Salt Harbor, Phone Salary, Knight/Excalibur, Web Link, and Graded Negotiation (as listed on the spreadsheet posted).

Miscellaneous Paper Requirements

Please be sure to include a reference page that summarizes any citations used in the paper (alternatively, footnotes may be used). Students must include an appendix that contains a summary spreadsheet summarizing numeric and qualitative feedback from partners. Students are strongly encouraged to use only those graphs or charts that clearly show points you are trying to make in your paper. Please note that the title page, references, and appendix do not count toward the page length.

Please follow the structure suggested above – it makes my grading process more efficient and thus I am able to provide you with better feedback.

Please include page numbers in your paper

I’ve attached all negotiation exercises results and coursework FOR THE WHOLE TERM (and optional readings ) that may needed to help you do this final paper
please let me know if you have any questions

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