INSTRUCTIONS

Main task

Critical thinking and analysis on negotiation topics guided through questions.

Individual written report including 5 short-answers questions available on the last page under additional information. Answers will be based on the ideas and theories which have been examined in the course, but also personal research.

ADDITIONAL INFORMATION

Question 1: Negotiation Strategy and Planning (300-400 words)
What are the advantages and disadvantages of limiting a negotiator’s authority and what is the danger of making assumptions to predict the other party’s negotiating behaviour?
Identify, define, describe, explain, illustrate, discuss and justify.

Question 2: Perception, Cognition, and Emotion (300-400 words)
What are the concepts of perception and stereotyping and how these concepts do impact a negotiation?
Identify, define, describe, explain, illustrate, discuss and justify.

Question 3: Integrative negotiation (300-400 words)
What must an experienced negotiator manage to achieve successful integrative outcomes and why might it be beneficial for parties in an integrative negotiation to know and share BATNAs?
Identify, define, describe, explain, illustrate, discuss and justify.

Question 4: Interests in negotiation (300-400 words)
What are the four types of interests and what is the benefit of different interests to the surface? Identify, define, describe, explain, illustrate, discuss and justify.

Question 5: Distributive negotiation (300-400 words)
What are the strategies and tactics a negotiator would employ in a distributive bargaining situation and what is the importance of reciprocating (or not reciprocating) concessions?
Identify, define, describe, explain, illustrate, discuss and justify.

FORMAT

Your submission must meet the following formatting requirements:

•   Submit one file only.
•   Required file format for main submission: PDF.
•   Additional file format for additional deliverables: Not applicable.
•   Additional file requirements: None
  Other details:

•   Font size 12
•   Double-spaced
•   Number of words: 1500-2000
  All refencing and citations require Harvard referencing style. LEARNING OUTCOMES