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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.

1. Students are able to:
   • Demonstrate an in-depth understanding of the concept and importance of interests in the negotiation.
   • Critically appreciate integrative negotiation requirements and the benefits of the BATNA in such context.
   • Evaluate the distributive strategies and tactics and discuss the importance of reciprocating (or not) concessions.
   • Identify advantages and disadvantages of limiting the negotiator’s authority and the danger of making assumptions.
   • Define and explain the impact on negotiation of perception, perceptual distortion by generalization and stereotyping
   • 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.