ACTUAL NEGOTIATION PAPER
Instructions: During this course you are required to go out and actually negotiate for something. One of the negotiated issues must be capable of being expressed in US dollars (e.g., price of an item, an hourly wage, a rent payment, etc.). You might consider negotiating over some object or service you had planned to purchase at the list or offered price. After you complete your negotiation, you should write up a short description (no more than 5 double-spaced pages of text; feel free to supplement with tables, figures, etc.) of your experience, being sure to discuss the following points:
- Provide a brief overview of the negotiation. What were you negotiating over, how did you prepare, and how did the process unfold?
- You must clearly identify the following parameters in your paper (so I can aggregate these numbers):
- Final settlement
- The list or opening offer by the other negotiator
- You must clearly identify the following parameters in your paper (so I can aggregate these numbers):
- Your resistance point
- Your BATNA
- Your target
- Evaluate the solution you reached.
- If there was no agreement, describe the last offers on the table from each side at the end, why you think you did not reach agreement, and what you will do now.
- If you reached a distributive agreement, who claimed the most value? If you were negotiating over an item you would normally have paid full price for, how much did you save?
- If you reached an integrative agreement, to what extent did both parties satisfy their fundamental interests? To what extent was value created?
- What did you learn from this experience? For example, how did this add value beyond the role play negotiations we’ve done for this class?
- What would you do differently if you had to do this negotiation over again?
Be sure to rely heavily on applying the assigned readings in writing this paper. Cite sources using APA format.
To get you started with ideas of places to negotiate for items, try flea markets, garage sales, etc. See me if you have questions about this assignment before you write your paper.
Be sure to carefully proofread and edit your paper before turning it in.
Submitting your Work
Turning your data in: For your paper to be graded, you must submit the financial data separately by clicking on the following link:
http://wvu.qualtrics.com/SE/?SID=SV_cYkusxdz1p8pfMN
Turning your paper in: To submit this paper, use the Turnitin function on eCampus. Go to the Assignments folder, and click on the link for Actual Negotiation Paper. Questions regarding IT support should be directed to BEIT at extension 37862. *Be sure to submit your data and paper before class on the due date. The system will not accept late papers.
HRMG 470
Actual Negotiation Paper Scoring Sheet
Name:____________________________________
| Content: | 0-6.0 | 7.5 | 8.0 | 8.5 | 10 |
| Overview & Solution Evaluation (Instructions, #1-2) | |||||
| Summary (Instructions, #3-4) | |||||
| Style: | 0-6.0 | 7.5 | 8.0 | 8.5 | 10 |
| Organization, Formatting, Quality of Writing |
Total Points: __________/30
Content Scoring Guidelines: The extent to which the student demonstrates mastery of course content by relying on information from the text and other course resources in formulating, executing, and evaluating an actual negotiation. This requires both accurate understanding of relevant material and skillful application of that material in a real negotiation encounter.
0-6.0=Unsatisfactory. No evidence of understanding basic, relevant course concepts and/or how they apply in the actual negotiation.
7.5=Marginal. Makes some mention of relevant course concepts and/or sometimes demonstrates how to correctly apply them.
8.0=Competent. Regularly relies on relevant course concepts and/or usually demonstrates their correct application.
8.5=Good. Frequently relies on relevant course concepts and/or often demonstrates their correct application.
10=Excellent. Exemplary use of course material to guide actual negotiating behavior. Flawlessly describes how this conceptual knowledge applies or should be applied in the actual negotiation.
Style Scoring Guidelines: The degree to which the paper is organized properly and adheres to correct standard written English.
0-6.0=Unsatisfactory. Significant defects in spelling, grammar, punctuation, and fundamental written expression. Poorly organized and/or does not adhere to formatting guidelines.
7.5=Marginal. Consistent defects in spelling, grammar, punctuation, and fundamental written expression. Poorly organized and/or minimal adherence to formatting guidelines.
8.0=Competent. Majority of paper is well-organized and well-written. All formatting guidelines are followed.
8.5=Good. The paper is almost flawless in its organization and quality of writing. All formatting guidelines are followed.
10=Excellent. The paper is flawless in its organization and quality of writing. All formatting guidelines are followed.
