Two asks:
First: Please provide a brief proposal (no more than one page long) for your Negotiations Analysis Paper , where you indicate the high-level real-world negotiation you plan to analyze if you are taking approach #2. *DUE MAY 19*. Please keep it short
12 page paper (see below):
Actual paper:
The purpose of this memo is to provide some guidance for writing your term paper, due two weeks after the end of the segment, on June 7 (please submit it on the course web site). The paper is designed to provide you with an opportunity to analyze “real life” negotiation situations that you or others have encountered in the past or are currently encountering, to gain self-insight on your strengths and weaknesses, and to develop a personal agenda for ongoing improvement as a negotiator.
As you can see, I’m leaving the organization of the paper up to you, because each of you will have very different experiences and insights, as well as different styles of expressing these experiences and insights. The term project itself is due on June 7. A brief proposal (no more than one page long) is due on May 19, the last day of class. In this proposal, you should either (1) indicate that you are planning to take approach #1 and list your interview subjects, or (2) indicate the high-level real-world negotiation you plan to analyze if you are taking approach #2. Please feel free to set up an appointment with me if you would like to discuss the organization of the paper, or any other aspect of this assignment. While there is no maximum or minimum required length, the average is usually in the range of 12-18 pages.
(1) You can analyze a current, recently concluded or historical high-level negotiation
Consider the various complicated negotiations between Apple, telecommunications companies, and governments over the terms of iPhone licensing. The negotiations leading to the Amazon-Whole Foods merger or the AT&T-Time Warner merger. The negotiations between ASEAN and its neighbors over free trade agreements or the Spratly Islands. The negotiations between the U.S. and North Korea involved in the 2018 summit in Singapore. The ongoing negotiations between the EU and Great Britain over BREXIT, or among European governments over the solvency of the EU member states and the future of the Euro. The breakdown of the “Doha Round,” the current trade-negotiation round of the World Trade Organization. The negotiations among multiple countries involving the Iran Nuclear Deal or the Paris Climate Accord. All of the complex negotiations regarding solvency of financial institutions during the 2008 economic crisis. Negotiations in 2017 between the Writers Guild of America and the Alliance of Motion Picture and Television Producers. In professional sports, the negotiations between U.S. professional baseball team and the Japanese player Shohei Ohtani a few years ago, or the recent negotiation between major league baseball owners and the players’ association, or between professional sports leagues and television networks over broadcast rights. The diplomatic negotiations around recent international conflicts. The myriad negotiations in history – for example, one of the negotiations along the way to the beginning of the World War I in 1914 or the Treaty of Versailles in 1919. Or between the United States and the Soviet Union during the Cuban Missile Crisis in 1962 or the negotiations between China and Great Britain leading to the 1984 Sino-British Joint Declaration setting the conditions under which Hong Kong was transferred to Chinese control. As long as a negotiation interests you and there is enough information available to analyze it in depth, almost anything is fair game.
If you take this approach, you should carefully analyze such a complex real- world negotiation, using the concepts you have learned in this class. Be sure to ultimately conclude with the lessons YOU have learned from your analysis, about the mistakes and/or successes of the people involved, and how you will incorporate these lessons into your own future negotiations. Again, through this analysis and by making comparisons to your own approach to negotiating and the in-class negotiations, the ultimate point is to get a sense of your main strengths and weaknesses as a negotiator, and to develop your own personal agenda for improvement as a negotiator beyond the boundaries of this course. The course content should inform and enrich your analysis.

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