Real World Negotiation Assignment: Your Task Is To Go Out Th

Real World Negotiation Assignmentyour Task Is To Go Out There Bravely

Your task is to go out there (bravely) into the dreaded “real world,” negotiate for something, and then write a paper about it. You can choose or create an opportunity to negotiate something for which you might normally not negotiate or for which you did not intend to negotiate at this point in time. Completed negotiations from the recent or distant past are not eligible. A wide variety of contexts and potential transactions are fair game, including but not limited to retail consumer encounters, landlord-tenant interactions, personal or family conflict situations, disputes with teachers, fellow students, law enforcement officials, university administrators, etc.

A job negotiation is okay if it is going to start and conclude between the beginning of the semester and the due date for this assignment. The key requirement is that the situation is real with actual costs and outcomes turning on the encounter (although the magnitude of costs and benefits can be relatively small). Your essay about the experience should, at a minimum, address (also, see rubric chart below):

• How you prepared for the negotiation;
• What happened (but don’t let narrative detail crowd out analysis);
• What the outcome was and whose interests were served;
• Why things turned out as they did – what would you do differently;
• Quantify what you gained by negotiating.

The last paragraph should identify and explain how much value you claimed/created by negotiating as opposed to if you had not negotiated and claimed your BATNA. (This point will be moot if you did not come to a negotiated agreement and did not claim your BATNA, which is okay and will not reflect poorly on your grade!).

Include in your essay a critique of your own performance in the encounter: What could you have done differently to produce a better outcome? In reading and evaluating these papers, I will emphasize analysis over narrative. Tell me what happened, yes, but probe the reasons why the encounter went as it did using ideas and concepts about the structure and process of negotiation from the course. Think about the type of negotiation you are discussing and how it differs from other situations considered in this course and elsewhere.

Don’t just say what tactics were used; say why and analyze their appropriateness. I will also look for evidence that you prepared for your “adversary” deliberately and thoughtfully. You will be graded not on the outcome of the negotiation itself, but on the quality of your analytical insight (using concepts developed in the course) into the process that occurred.

The paper should be 4-5 double-spaced pages. Paper must be formatted with 1-inch margins all around and Times New Roman 12-point font. Papers not adhering to this format will lose a letter grade.

Papers will be graded based on analyses as well as on grammar, punctuation, and spelling. Submit papers via Canvas as an attached file.

Paper For Above instruction

Negotiation is an integral aspect of everyday life, encompassing various contexts such as consumer transactions, workplace dealings, and personal disputes. The ability to negotiate effectively requires careful preparation, strategic thinking, and a deep understanding of negotiation principles. In this paper, I will describe a recent negotiation I engaged in, analyze the process using established negotiation theories, reflect on the outcome, and evaluate my performance to identify areas for improvement.

Context and Preparation

The negotiation I chose involved renegotiating rent terms with my landlord. It was motivated by rising utility costs and a desire for a temporary rent reduction. Preparation involved researching comparable rental prices in my neighborhood, understanding the landlord's potential interests, and establishing my BATNA—the option of relocating to a more affordable apartment. I also formulated opening proposals emphasizing my good tenant history and willingness to commit to a longer lease if my requests were met.

Understanding the negotiation principles from the course, I recognized the importance of anchoring my initial offer reasonably while maintaining flexibility. I also anticipated potential objections, such as the landlord's need for steady income, and prepared responses that highlighted mutual benefits, such as my consistent payment record and willingness to extend the lease term.

The Negotiation Process and Outcome

The negotiation took place via a phone call with the landlord. I presented my request for a temporary 10% rent reduction, supported by data on local rent prices. The landlord responded cautiously, citing their own financial obligations. I employed integrative bargaining tactics by proposing a trade-off: if I received a reduction now, I would agree to a longer lease renewal, providing the landlord with stability. After some back-and-forth, the landlord agreed to a 7% reduction and a one-year lease extension, slightly lower than my initial proposal but beneficial for both.

The outcome favored my interests by reducing costs temporarily while offering a commitment beneficial to the landlord. The landlord's primary concern—income stability—was addressed through the lease extension, aligning our interests. This negotiated settlement was a win-win, although I had to accept a slightly lower reduction than initially requested.

Analysis and Reflection

The negotiation outcome was influenced by several factors rooted in negotiation theories. The preparation phase aligns with the concept of BATNA, as I understood my alternatives and used this knowledge to strengthen my bargaining position. According to Fisher and Ury's principled negotiation model, focusing on interests rather than positions was essential; I emphasized mutual gains and shared goals rather than merely demanding concessions.

My tactics included presenting credible data, establishing rapport, and offering value through the lease extension. These strategies were appropriate given the context, as they fostered collaboration rather than conflict. The landlord’s response indicated a concern with income stability, which I addressed through a trade-off, exemplifying the importance of understanding the other party's interests.

However, I could have improved by engaging in more active listening to uncover deeper concerns or constraints that might have affected the landlord's flexibility. Additionally, I underestimated the psychological impact of making my initial offer slightly higher than my target, which may have limited the maximum concession I could have obtained.

Value Gained and Lessons Learned

Quantitatively, I saved approximately $150 per month over a year, totaling $1,800. This was a tangible benefit directly attributable to my negotiation effort. If I had not negotiated and simply accepted the initial rent increase or the status quo, I would have lost this potential savings, illustrating the value of strategic negotiation.

The exercise reinforced the critical role of preparation, understanding counterpart interests, and employing integrative strategies. I recognized that creating value—rather than merely claiming it—can lead to more satisfactory and sustainable agreements. I also learned that willingness to accept a slightly less favorable outcome initially can serve as a strategic concession, enabling a better overall deal.

Self-Critique and Future Improvements

Reflecting on my performance, I believe I could have benefited from more thorough stakeholder analysis to better understand the landlord’s underlying concerns, perhaps by asking more open-ended questions. I also could have presented additional options or concessions in my opening proposal to increase the likelihood of reaching a more favorable agreement, exemplifying the negotiation principle of expanding the pie.

Further, employing more active listening techniques and maintaining more patience during the negotiation could have allowed me to adapt my strategy dynamically. Recognizing the importance of emotional intelligence and rapport-building, I would emphasize these aspects in future negotiations to improve outcomes.

In conclusion, this real-world negotiation vividly demonstrated the importance of strategic preparation, understanding interests, and applying negotiation concepts. The experience underscored that effective negotiation is not solely about claiming value but also about creating it through collaborative problem-solving. Continuous reflection and adaptation are crucial for refining negotiation skills and achieving better results in future encounters.

References

• Fisher, R., & Ury, W. (1981). Getting to Yes: Negotiating Agreement Without Giving In. Penguin Books.
• Thompson, L. (2015). The Mind and Heart of the Negotiator. Pearson Education.
• Shell, G. R. (2006). Bargaining for Advantage: Negotiation Strategies for Reasonable People. Penguin.
• Lewicki, R. J., Barry, B., & Saunders, D. M. (2015). Negotiation. McGraw-Hill Education.
• Wilkinson, J., & Saunders, R. (2014). The Negotiation Book: Your Definitive Guide to Successful Negotiating. Kogan Page.
• Crump, D. (2010). Successful Negotiation: Essential Knowledge and Skills. Routledge.
• Carnevale, P. J., & Pruitt, D. G. (1992). Negotiation in Social Conflict. Open University Press.
• Raiffa, H. (1982). The Art and Science of Negotiation. Harvard University Press.
• Ury, W. (1991). Getting Past No: Negotiating in Difficult Situations. Bantam Books.
• Malhotra, D., & Bazerman, M. (2007). Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond. Bantam Books.