MATERIALS NEEDED

Essentials of Negotiation, 5th

You must use terminologies and thought from this book to support your ideas. I also want you to discuss the two main topics in this paper by relating them to your ideas:
1. The five sources of power:
• Legitimate
• Expert
• Reward
• Coercive
• Referent
2. Preto optimality: the best positive solution: their exist no other possible agreement that would benefit one party without hurting the other. (We did not reach an agreement, so we had no preto optimum)
Pareto frontier: The set of agreements that are pareto optimum.
Pareto efficient

If you have any questions about those two topics feel free to call me anytime

My strategy: integrative strategy
My tactics:
1. Compromising
2. Logrolling
3. Expanding or modifying the pie
4. Nonspecific compensation (Interest Substitution)
5. Bridging and superordination

The other party strategy: Distributive Strategy
Her tactics:
1. Bogey
2. Lowball

I just want to mention this again that (WE DID NOT REACH AN AGREEMENT IN THIS NEGOTIATIN)

Individual Reflection Paper (60 points)
You must write a reflection paper for this negotiation exercise experience. In this paper, address the following:

1. Analyze your tactics and strategies for the negotiation. How did your tactics and strategies help you and how did they hurt you?

2. Analyze the other party’s apparent tactics and strategies for the negotiation. How did these tactics and strategies help them and how did they hurt them?

3. Analyze and discuss the major points intended in this exercise and what you learned. How will you apply this lesson in future negotiations, both in class exercises and in your own real negotiations?

The reflection paper cannot exceed four pages and is to be turned in at the beginning of class on the date in which it is due.

WRITING STYLE REQUIREMENTS
Your written work will be graded using the WSU standard Writing Assessment Rubric found in Blackboard in the Content Tab and also using the following criteria specific to Mgmt 485. Follow (i) the criteria listed below and (ii) address every numbered item listed under the assignment description in the order listed (e.g., the three parts of a Reflection Paper description).

Format
• Put your NAME, not Student ID number, on your assignments.
• Print on only one side of a sheet of paper, identify each page with a page number, and use staples – not binders – to attach pages to each other.
• Use one-inch margins, 12-point font, and double-spacing. Note that an attempt to make a long assignment fit within the page limits by reducing margins, fonts, or spacing is unacceptable. Also, an attempt to make a short assignment appear longer by increasing margins, fonts, or spacing is unacceptable.
• Use headings to separate answers to numbered questions; sub-headings are helpful too; however; do not include the questions to be answered for reflection papers (I already know what they are).
• Concise and logical paragraphs are required. Large blocks of rambling text are discouraged and will negatively impact the grade.

Clarity
In clearly written assignments: each point is understood without having to read it twice; the order in which points occur is predictable and flows smoothly; writing is very concise; and the reader is not distracted by errors of grammar, syntax, punctuation, or spelling.

Insight
In insightful writing, the intelligence behind an analysis is apparent. The following items make the intelligence behind a paper apparent:

• Depth: The insights penetrate beyond the obvious, surface issues to the underlying assumptions and causes. Avoid superficial comments and strive to make some of your insights original.
• Breadth: Your analysis should be broad as well as deep – i.e., not only make deep insights, but make many insights. How many is enough? For each numbered item in an assignment description, a maximum point value is specified. Items worth more points should contain more insights and items worth more points also tend to produce longer answers than items worth fewer points.
• Rationale: It is not enough for your insights to be correct; you must provide convincing support for them. Support that convinces is copious, logical, and backed up with evidence. Spell out your logic: How do you get from A to B? Be specific about examples and conclusions.
• Examples: Provide examples that illustrate your points. Describe what happened and the insights you gained from the experience.