REAL WORLD Negotiation

To encourage you to think about the many, everyday opportunities to negotiate, and to
improve your negotiating skills, you need to go out and negotiate in the real world. You can
negotiate for anything you like – a hotel bill, a signing bonus, a piece of jewelry, who will
clean the bathroom or do the dishes, who gets the bigger room in the apartment…anything
at all. Please note that you do not have to buy anything to complete this assignment. On the
contrary, you may be on the selling side in the negotiation, or your negotiation may not
involve a purchase at all.
Please note: This assignment requires that you engage in a NEW negotiation. It is not
sufficient to simply an analyze a negotiation that you experienced prior to the course.
There are two rules for the real world negotiation assignment.
1. You may not tell the person you are negotiating with that this is for a class project until
the negotiation is completed (and then you can decide whether or not you want to tell).
You are not allowed to resort to a plea of “Please help me out for a class.”
2. You are not allowed to engage in a negotiation that you do not intend to follow through
with if the outcome you desire is obtained. For example, you must be willing (at some
price, under some conditions) to acquire the item for which you are negotiating. Do not
start a negotiation in which you would never want to come to agreement.
Your paper should contain a description of the negotiation, your preparation for it, and a
description of the outcome. You should include several of the relevant course concepts that
played a role in the negotiation (e.g., issues, interests, priorities, BATNAs, aspirations, outside
parties, constraints, etc.). Stronger papers provide a better analysis, clear and correct links to
concepts, and are coherent and well-written.
Page 5 of 6
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Extra Credit
(up to 2 points)
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Your grade for the real world negotiation paper will be based on the following criteria:
• Quality (5 points): Is it well written?
• Analysis (10 points): Have you correctly employed key concepts to assess the strategic
landscape of the negotiation? How well have you applied your learning from the
course to your analysis of this case?
• Self-Reflection (10 points): Have you linked your experiences with your goals for the
course, your strengths and weaknesses? What have you learned about your
negotiating style and skills from this negotiation experience? What would you do
differently in the future?
NOTE: You will not be penalized for writing about a failed negotiation – we can learn as much
from negotiations that fail as we can from those that succeed!
Your real world negotiation should be nearly 3 single-spaced pages in length. Your name and
section number should be at the top of the first page. Please do not add a cover sheet or
folder/binder. This paper is due at the beginning of our last class. See the schedule for details.