Real World Assignment Outline
I lost my laptop and I am trying to get a new one. My friend told me that he can sold me his laptop for a
used laptop with cheap price. The reason why I chose this situation for this assignment is because there
are many buy and sell negotiation in our real life. Buy a used product from the seller always happen in
our life when we can’t afford a brand new one.
I expect that my friend with start with a high price that very close to the original price and he will also
tell me that his laptop is 90% new. In my part, I will discuss more about the laptop is out of warrenty so I
can ask him to drop the price.
REAL WORLD NEGOTIATION Due Tuesday March 31st at noon (Upload) For 2 bonus points, turn in a
hardcopy at the START of class; if we negotiate that day, do not show up late! You can hand it in by 4:30pm).
To encourage you to think about the many, everyday opportunities to negotiate, and to improve your
negotiating skills, you need to go out and negotiate in the real world. You can negotiate for anything you like –
a hotel bill, a signing bonus, a piece of jewelry, who will clean the bathroom or do the dishes, who gets the
bigger room in the apartment…anything at all. Please note that you do not have to buy anything to complete
this assignment. On the contrary, you may be on the selling side in the negotiation, or your negotiation may
not involve a purchase at all. There are a few rules for the real world negotiation assignment.
! You may not tell the person you are negotiating with that this is for a class project until the
negotiation is completed (and then you can decide whether or not you want to tell). You are not
allowed to resort to a plea of “Please help me out for a class.”
! Do not engage in a negotiation that you do not intend to follow through with if the outcome you desire
is obtained. For example, if you negotiate to buy something, then you must be willing to buy it. Do not
start a negotiation in which you would never want to come to agreement.
! This assignment requires that you engage in a NEW negotiation. It is not sufficient to simply an
analyze a negotiation that you experienced prior to the course.
These two components are required:
1. Real World Negotiation Idea (due Friday February 28th by midnight on BlackBoard) Write 2 paragraphs
outlining the negotiation situation you are thinking of taking on for your Real World Negotiation
assignment. What is the situation, with whom will you negotiate, why are you choosing this situation for the
assignment, what constraints did you expect to face, and when might this take place?
2. Real World Negotiation report (due Tuesday March 31st by noon on BlackBoard)
a. Situation overview – what was the situation (1 paragraph overview of the “big picture”)
b. Your preparation – write 2 paragraphs about what you did specifically to prepare for the negotiation.
Attach your planning document at the end of the paper and reference it.
c. Negotiation setting – 1 paragraph describing the relevant aspects of the setting (e.g., face-to-face or
mediated by technology, location, were other people around, any time pressure? etc.)
d. Negotiation process – 1 page describing the actual back and forth negotiation process. Use key
concepts to assess and analyze the strategic landscape of the negotiation. Go beyond simply naming
concepts and use them to explain, describe, and analyze the situation.
e. Outcome – what were the outcomes/results? (1 paragraph) NOTE: You will not be penalized for
writing about a failed negotiation – we can learn much from negotiations that fail!
f. Self-reflection – 1 page reflecting on yourself as a negotiator. What did you learn about your
strengths, weaknesses, style, skills, or about your emotional reactions, biases, or triggers? What takeaway learning about negotiation did you gain? Did it it help you meet your course goals?
FORMAT: SINGLE-SPACED (not 1.5, not double) with headers and 1” margins; Font is Arial 11pt or Calibri 11pt
On a blank cover page, put your name and “MGT 401 – Real World Negotiation”. DO NOT PUT YOUR NAME on the
subsequent pages in the header, footer, or body of the paper. Do not get creative with font, format, etc.
GRADING: Papers will be sorted into 3 piles: Exceeds expectations, meets expectations, and below
expectations. From there they will be assigned grades that range from A to D, with variations as described:
• Papers must provide a description of the negotiation preparation, process, outcomes and learning. Wellwritten papers with quality personal reflection and depth to the situational analysis, i.e., insight, will score
highest. (~ 40% of the grade)
• All papers must have course concepts correctly applied and named clearly. Stronger papers integrate
concepts (rather than simply reference) correctly into the analysis to explain what took place. Stronger papers
provide a better analysis, with insights that go beyond a simple description. (~ 40% of the grade)
• Writing quality is ~ 20% of the grade. Stronger papers are coherent, concise and well-written (error-free).
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