NEGOTIATION FOR PRACTITIONERS FINAL PROJECT

DUE TO SB22@CORNELL.EDU BY AUGUST 28, 2010

Professor Samuel Bacharach: Final assignment due: 28 of August. Please

e-mail completed assignment to sb22@cornell.edu.

This assignment has two parts:

PART 1:

1. Write/Create a Negotiation Case that incorporates at least 8 Key Concepts we’ve studied
during this course
a. Note: 8 is the minimum number of Key Concepts to be included; the more Key
Concepts you are able to incorporate into your Case, the higher it will be scored
b. Write your case in paragraph format, double spaced, with the intention of the
reader being someone who has to prepare for to Negotiate, just as you prepared
for Negotiation Exercises during this course
c. In the past, cases have run from 5-12 pages in length; the more Key Concepts you
successfully included in your case will result in a longer Case.

2. You may use any of the following as starting points for writing your Negotiation Case:

a. A real-life scenario in which you either have negotiated or intend to negotiate in

the future
b. A scenario based on fact, such as an item in the newspaper, an debate on a blog,
or a current global issue you wish to focus on, or similar
c. An entirely fictional Negotiations Case

3. Please Note: you do NOT have to stick to 100% fact-based reporting – feel free to add
fictional elements to any and all of the above options in order to make your Final Project
work as a Case. The point is not to write a report, but instead, to prove your
understanding of the Proactive Negotiation Process via a narrative case; the best frame
of mind to keep is that you are creating a case that could be used during this course
to teach others the Key Concepts you have now learned.

Part 2:

1. Write a detailed analysis of your case, which will explain via your exposition:
a. Which Key Concepts you’ve chosen to include in your Case
b. Where & How these Concepts are illustrated in your Case
c. Analyze how these Concepts (and the manner in which you’ve presented
them) combine to create a Negotiation Case;

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NEGOTIATION FOR PRACTITIONERS FINAL PROJECT

NEGOTIATION FOR PRACTITIONERS FINAL PROJECT
DUE TO SB22@CORNELL.EDU BY AUGUST 28, 2010

d. The more in-depth your analysis of the concepts and how you have included
Key Concept elements in your case, the higher your score will be

e. Feel free to include in your analysis how you intended your representations of
a Key Concept to be used

i. for example, if you’ve included an obvious list of needs and wants,

feel free to highlight that you wanted that to be apparent to the reader,
so they could use the information to prepare to negotiate.

f. The majority of previous papers with this purpose have run 4-7 pages;
naturally, the more in-depth your analysis of your case as representative of the
Key Concepts of this course, the higher your score will be.
Please try to explain the concepts in as much
detail as possible keeping in mind the course
material and discussions

SUMMARY:

1. You are to write 1 Negotiation Case including a minimum of 8 Key Concepts of this
Course; this Case is to be written as an Exercise that could be used in this course
2. You are to write 1 Analysis of your Case, highlighting your use of the Key Concepts and
how a student would approach your case and be able to use it as a Case Study of the
Proactive Negotiation Model.
3. Grading will place emphasis on:
a. The number of Key Concepts you can successfully include in your case
b. The depth and intelligence of your analysis and concept explanation
c. The combination of both as proof of your learning in this course; the intention of
this project is to prove you have learned by showing that you are now prepared to
teach

Thank you,

Sam B.

NEGOTIATION FOR PRACTITIONERS FINAL PROJECT