Reference no: EM132273925

Instructions

In the Essentials text, you were provided a structured review of the traditional concepts and ideas related to the field of negotiation.

In the Readings text, a number of selected articles provided you with varied perspectives and thoughts on specific topical areas.

You participated in three mock negotiations: the Commons Dilemma posed the need to make a series of decisions over a period of time under conditions where the results were dependent upon the actions of the independent decisions of others; in Knight / Excalibur you were engaged in a paired distributive bargaining negotiation; and finally, in Ridgecrest you were part of a team negotiating numerous complex issues with both distributive and integrative elements.

Additionally, you completed seven scales / inventories to give you feedback on your personal bargaining style, trust, communication, persuasion, etc.

This learnings paper you are to consider the material we've covered and begin to develop your framework of negotiating.

While you can review some items, this paper is not intended to be a summary or "intellectual" restatement of others ideas. It is as much about how you feel in certain situations as it is about theories. It is as much about partially formed insights as fully developed opinions.

• With that said, the paper should cover the following in about 12 pages:

• What did you discover about effective negotiation?

• How does negotiation fit into your current job, and what role do you anticipate given the career path you hope to follow?

• What insight did you glean about your own tendencies, behaviors or beliefs as related to negotiations and negotiating (whether acquired from the negotiating sessions, the completed assessments, or the readings & interactions)?

• What didn't resonate with you or make sense?

• As a negotiator, what are your strengths?

• In negotiations, what liabilities do you carry, what are your weak areas?

• Finally, what development plan would you lay out to continue to develop your negotiation and persuasion skills?