Negotiation Analysis

APPENDIX C: Post negotiation analysis

Maximum 3 pages, DOUBLE SPACED

Analyse your negotiation. These analyses should include: 1) an analysis of the key factors that you think explain what happened in this negotiation and why; 2) an assessment of the style, tactics, and performance of yourself and your negotiation opponent. 3) key lessons learned from this negotiation. You have one week to submit these analysis after your in class negotiation. See course schedule for the due dates. Submit one copy on ilearn.

Here are some questions that you can address in your analysis

· What did you do right in this negotiation?

· Did you achieve your target price/ aspiration value?

· Was there a positive ZOPA in this negotiation? Did you make an agreement better than your RP?

· Who made the opening offer and what was the impact of the opening offer on the negotiation outcome? How did you make concessions?

· What were some distributive negotiation strategies that you used?

· What were some distributive negotiation strategies that your counterpart used?

· Were you prepared for this negotiation? What could you have done to enhance your own negotiation outcome or claim more value? You can compare your negotiation outcome with others in your role.

· What were your counterparts areas for improvement?

If you were an observer in the negotiation, here are some questions that you can address in your analysis.

· What did you observe in this negotiation?

· Who do you think did better in the negotiation?

· Who make the opening offer and how did that impact the negotiation outcomes? How were concessions made?

· What were some negotiation strategies that were used by the parties in the negotiation?

· What were some areas for improvement? What could the negotiating parties have done to create more value?