• Write a 2,000 word (+/- 10%) essay discussing 1-2 key dynamics that shape and direct negotiation outcomes, such as power, ethics, trust, reciprocity, or culture.
• Critical reflection on the student's experience in 2 class negotiation activities.
• Builds on knowledge demonstrated in a previous assessment
• Written for an educated but non-negotiation-focused audience, avoiding jargon and explaining terminology.

1. Negotiation - Discussions between two or more parties aimed at reaching an agreement or resolving issues.
2. Power Dynamics - The role of power in influencing negotiation outcomes. Encompasses sources of power, power balances and strategies.
3. Ethics - Accepted rules or moral principles for conducting negotiations and business. Involves concepts of fairness, transparency, legality etc.
4. Trust - Confidence parties place in each other based on perceived credibility, reliability and integrity during negotiations.
5. Reciprocity - Practice of exchanging concessions and compromises with other parties over the negotiation process. A give-and-take relationship.
6. Culture - Shared beliefs, customs, values and behaviors that shape assumptions and communication styles of negotiation parties.
7. Bargaining Zone - The overlapping space within which acceptable deals can be made that leave both parties better off.
8. BATNA - The best alternative to a negotiated agreement available if current negotiations fail. Shapes the bargaining position.
9. ZOPA - Possible deal options that fall between the reservation prices of negotiating parties. Zone of Possible Agreement.

●           Introduction

Negotiations occur when one party seeks to engage another to achieve specific goals, a process that involves mutual communication and decision-making." - (Ogliastri et al. 2020). A vast array of scholarly studies has explored various facets of negotiation, offering valuable insights into its many dimensions and influencing factors. This article will concentrate on the ethics and culture of negotiation, which emerged as particularly compelling topics during my studies.

Suggested flow: Explain the Importance of the →  Chosen Topics  Outline the Structure of the Article →  Link the Introduction to Personal Experience

The importance of ethics and culture in negotiation cannot be overstated, as they significantly influence how negotiation processes are shaped and conducted. In this article, I will provide theory-based interpretations of how ethics and cultural dynamics shape negotiation processes and reflect on my personal experiences and observations from the negotiation class exercises. A vast array of scholarly studies has explored various facets of negotiation, offering valuable insights into its many dimensions and influencing factors.

●           Analysis