Negotiation Techniques

ANALYSIS & REFLECTION PAPER #3: A Case Study in Negotiation DUE: Sunday, November 29, 2020   Using the text, Getting to Yes, (Fisher, et. al, 2011) you and a partner will analyze a negotiation one of you have personally experienced in the last 12-18 months. You each will bring a real-life negotiation to your initial meeting and together you will decide which one to use. Together you will co-write your own Case Study Paper and create a corresponding PPT and submit both jointly.   Include the following in your submission: Step 1: TITLE: Create an engaging title for this Case Study.   Step 2: KEY QUESTION/ CHALLENGE TO OVERCOME: You will create a key question that this case study will attempt to answer. It may be a negotiation challenge to overcome, a specific aspect of this negotiation that needs further analysis. It may connect to the complexity of negotiation or how the keys to principled negotiation are the solution to becoming more successful at negotiation. Whatever your question is (and it can be 1-3 sentences), make sure that it gets answered by the end of your case study.   Step 3: INTRODUCTION and BACKGROUND: Briefly explain the details of this negotiation (who was involved, when, what the negotiation was about, what exactly was said or done in the negotiation). Provide important details that will help the reader fully understand the nature of the events surrounding the negotiation.   STEP 4: ANALYZE & PROVIDE SOULTIONS: Analyze the negotiation using the framework of the 4 keys of principled negotiation (as outlined in the textbook), discuss the following questions in your paper: o how could you separate people from the problem? o what are the keys interests v. positions for each party in this negotiation? o what options for mutual gain are available? o are there any objective criteria that could be used in this negotiation? o what does a win-win-solution look like for all parties involved in this negotiation?   Step 5: CONCLUSION: Make sure your conclusion summarizes and answers the key question/ challenge to overcome that you posed at the beginning of this case study. Also include the key 1-2 things might you would recommend the reader do in future negotiations to achieve a win-win successful outcome.   WHAT DO YOU SUBMIT? Please note, for this assignment, you will submit two items: 1. A well-researched, meaningful, interesting Case Study Paper, (15 marks) and 2. 2. An interesting, creative PPT that reflects the learning from your Case Study (5 marks).   There is no slide limit for the PPT but be sure to follow APA 7th Edition Style Guidelines for citations and include a reference slide for all references used in your presentation.

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