Final Paper
1. There is NO need for any outside research. Do not include any research on
negotiation skills or techniques other than from class materials and the
readings provided. The goal of this paper is for you to demonstrate a
depth and breadth of knowledge of the negotiation techniques
applicable in situations involving difficult conversations and to
analyze the differences between how women and men negotiate,
including the potential reasons for those differences.
2. – each section (Part I and Part II) should be 2 FULL pages each, 12 point font
correct English in paragraph form – do not label your answers, but
use a heading for each part and subheadings for Part I and Part II
well-edited
correct use of APA
no extra space between paragraphs, including between sections and between the heading and the following paragraph
put a heading prior to each section
APA formatting for in-text references (including page numbers where relevant)
include a list of references in a separate reference page following APA rules
do not include cover sheets, tables of contents, abstracts, running titles
Reference page does not count as one of the pages or word count
Do not include surname or any class heading fillers
3. Use the course materials to inform, explain and illuminate your analysis of the
conversation and of sex differences in negotiations. The purpose of the
assignment is to demonstrate that you have read, heard, understood and can
apply the course materials to both topics. Make sure to incorporate a significant
number of course materials into the paper. Refer to particular articles, textbooks and scenes. Demonstrate intellectual depth by going beyond repetition to explain
significance, to draw connections, to illustrate, to integrate.
Specific instructions:
Part I – Erin Brokovitch Analysis
a. Watch the Erin Brokovitch negotiation compilation clips:
b. Integrate course materials (lectures, texts) to develop an analysis of what
occurred in each of the negotiation scenes (include a subheading before
analysis of each scene)
i. discussion in the conference room
ii. conversation in the office
iii. conversation about wardrobe
iv. visit to house
v. meeting with clients
vi. discussion with different attorney team in conference room
c. Reference liberally through quotes and paraphrases the relevant course
materials on negotiation techniques, conflict management, difficult
conversations, and ethics. Do not include any research on conflict resolution skills or techniques
other than class materials.
Part II – Sex Differences in Negotiations Analysis
a. Watch the Nightcrawler clip.
b. Integrate course materials (articles,and textbooks) to develop an analysis of what
occurred in the negotiation between Lou and Nina, discussing issues
including Lou’s threat to leave, his demands, his tone, and each side’s
BATNA.
c. State if you think the negotiation would have progressed in a similar
manner if the roles had been reversed (Nina as the news gatherer and
Lou as the TV manager), or if both parties had been the same sex. In
addition to your opinion, base your answers on known sex differences in
negotiation noted in class material.
d. Referencing negotiations that you participated in over the course of the
semester, explain how the sex differences described in the assigned
reading did and/or did not apply. Include discussion of the different
negotiation technique choices made by you and your negotiating
partners.
Sources APA total of 9
Textbooks
1. DuBrin, A. Negotiation and Conflict
Resolution in Organizations:
Theories and Applications (2020)
2. Fisher, R. and Ury, W. Getting to
Yes: Negotiation Agreement Without
Giving In (any edition)
3. Stone, D., Patton, B. & Heen, S.
Difficult conversations: How to
discuss what matters most (any
edition)
Articles
4. https://www.youtube.com/watch?v=-c-SUdBoD6M
5. Managers and Their Not-So Rational Decisions.pdf
6. The Science of Reasoning with Unreasonable People – The New York Times copy.pdf
7. How to Attack the Pay Gap? Speak Up.pdf
8. When Talking About Bias Backfires – NYTimes.com.pdf
9. Why Women Stay Quiet at Work – NYTimes.com”.pdf
Paper
Category: negotiation
Your final paper on the live negotiation must be at least four pages (double-spaced) and no more than eight pages.
Pick at least three concepts from Bargaining for Advantage, Richard Shell, and explain one of the following per concept:
Explain how you utilized this concept in your negotiation and the impact on your negotiated deal.
Explain how you would have utilized this concept in the negotiation and what challenges this would have solved or improved.
Include all inclusions noted below in the assignment inclusions.
Your paper should describe your reactions, perceptions, impressions, and significant insights gained as a participant in (and reflection on) the negotiation.
Assignment Inclusions:
Briefly state your pre-negotiation plan. – Did you have to make changes to your plan during the negotiation? Why or why not?
Identify your goal(s).
What happened in the negotiation? – A brief overview of key events. What did you learn about yourself from the experience?
Three concepts from Shell’s Bargaining for Advantage as described above.