NEGOTIATION GUIDELINES

For this final assignment, in a 6-10 page typed paper (12 pt font), please:
• Formulate your 4-6 top guidelines for negotiation.
• At least one guideline should relate specifically to negotiation preparation.
• At least one should relate specifically to dealing with difficult tactics.
• The others can address any aspect of negotiation that you choose.

For each guideline, please do the following 4 parts:
(1) State the guideline clearly, as a piece of advice;
(2) Identify and describe the evidence on which you base the guideline (such as class
discussion, a class role simulation, elements in the readings, and/or personal experience);
(3) Identify the circumstance(s) in which the guideline would be relevant and why it would be
helpful; and
(4) Discuss possible limitations and/or qualifications relating to the guideline.

USE HEADINGS AND SUBHEADINGS FOR EACH GUIDELINE.

Examples of Guidelines

The following guidelines are all good examples. They are explicit guides to action: they advise what
to say or do in connection with a particular negotiation:
• “To create a trusting atmosphere in a negotiation, act in a trustworthy manner yourself by disclosing all relevant
facts and inviting joint problem-solving.”
• “If a negotiation seems difficult or stuck, try to redirect the discussion to interests by asking an open-ended
question about their priorities.”
• “In preparing for a multi-party negotiation, plan a coalition-building strategy that exploits patterns of deference
among the parties.”

The following example is NOT an acceptable guideline:
• “Whoever puts the first number on the table tends to anchor the negotiation around that number.”
It simply describes the anchoring principle, without offering advice about whether or not to put the
first number on the table.

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