●        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.

10.     Integrative Bargaining - Interest-based bargaining focusing on can achieving maximum mutual gains to find win-win solutions.

11.     Distributive Bargaining - Position-based bargaining that usually involves compromising and zero-sum outcomes. A win-lose dynamic.

12.     Anchoring - Influencing perceptions of value by presenting an initial reference point in negotiations. Can set frame for discussions.

13.     Active Listening - Carefully attending to party perspectives, demonstrating understanding and validating their position to build trust.

14.     Information Sharing - Voluntarily disclosing information and knowledge between parties to establish cooperative relationships.

15.     Standards - Objective, established guidelines or criteria which negotiations outcomes can be measured against. Introduce implications of legality, fairness etc.

16.     High-Context Communication - Heavily nuanced, implicit communication style relying on interpretation of contextual cues. More common in collective, Eastern cultures.

17.     Low-Context Communication - Precise, explicit communication style relying on direct statements over situational cues or interpretations. More common in individualistic cultures.

18.     Issue Partitioning - Breaking negotiation issues down into specific components to allow for prioritization and sequencing of discussions.

19.     Agenda Setting - Outlining the negotiation procedure and order of issues/topics to be addressed. Allows coordination of the process between parties.

20.     Reservation Price - The limit each negotiating side has predetermined they are willing to accept. The boundary of potential agreement.

21.     Relationships - The interpersonal connections and rapport established between parties through repeated interactions over time. Builds trust and reciprocity norms.

22.     Intergroup Negotiation - Negotiation occurring between distinct social groups with strong shared identity and group cohesion on issues. Introduces perception biases.

23.     Intragroup Negotiation - Negotiation occurring between members of the same group, coalition or team in pursuit of common interests. Shared identity can help or hinder information sharing.

24.     Individualism - Cultural value emphasizing autonomy, independence and personal identity/reward over collective group goals. More transactional negotiations.

25.     Collectivism - Cultural value emphasizing communal interdependence, social harmony, shared identity and team success over individual interests. More transformational negotiations.

●        Introduction

○         Define the Concept of Negotiation (1-2 sentences): Start by defining what negotiation entails in a general context.

■        Example: "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)

○           Mention the Scope of Negotiation Studies (1-2 sentences): Briefly acknowledge the breadth of research on negotiation.

■        Example: "A vast array of scholarly studies has explored various facets of negotiation, offering valuable insights into its many dimensions and influencing factors."

○          State the Focus of the Article (1-2 sentences): Clearly articulate the specific aspects of negotiation that the article will focus on.

■        Example: "This article will concentrate on the ethics and culture of negotiation, which emerged as particularly compelling topics during my studies."

○          Explain the Importance of the Chosen Topics (1-2 sentences): Justify the significance of focusing on ethics and culture in negotiation.

■        Example: "The importance of ethics and culture in negotiation cannot be overstated, as they significantly influence how negotiation processes are shaped and conducted."