A student who presents negotiation experience is required to write a minimum of a 2-page summary which includes a personal analysis. The page count excludes title page, abstract and reference pages. The paper must be APA formatted.
1) Choose a negotiation you were involved in either personally or through your business. It can be one you will be involved in as well.
Use the following as a guide to discussing your negotiation:
Preparing for Negotiations (Before you negotiate)
An advantage to you – Don’t start any negotiation unless you can win something.
Clarify your Aims – What do you want?
Gather Information – Get facts and figures but not too much.
Don’t go it alone – Build alliances.
Get a BATNA (Best Alternative to a Negotiated Agreement) – Have a second-best deal waiting in the wings.
Prepare the setting – Get home advantage if you can.
Prepare yourself mentally – Increase your power by being ready.
Worksheet and key points – Complete the worksheet and review the topic.