The Negotiation Documents

A set of negotiation documents are due approximately one week after each negotiation is finished. They consist of 4 items:

These should all be placed together in a ring binder with the name of your group prominently displayed on the exterior. To enhance confidentiality, you may place a cover sheet over each communication journal with the name of the journal's author on it.

Individual communication journals will be returned separately via campus mail. The ring binders with the group journal and the group analysis paper will be returned in class.

The Group Journal and Analysis

Keeping the Group Journal

While you are making preparations for either a negotiation or your client presentation, your group should be keeping a Group Journal. This journal should include short descriptions of your meetings among yourselves and with other groups, the gist of the discussions, and the decisions, offers, acceptances, refusals, counteroffers, etc. in your in-class and out-of-class negotiations. The journal should also include any contact between group members or with other group members to arrange meetings. The journal is the only record of what your group did, so concrete descriptions are most important. Dates, times, description of the location and context of the meeting are important.

It is easiest to take notes for the journal while the meeting is occurring or just after it is over. These notes can then be transferred to an electronic record with a standardized format. Most negotiation actually occurs out-of-class, in preparation for an in-class negotiation, so your journal is crucial as a basis for your analysis. I suggest something like:

Writing the Analysis Paper

The Analysis Paper is your group's analysis and critique of its strategy and performance in the negotiation in light of the actions of other groups. At the same time you are keeping your journal, you should also begin keeping track of items for your Analysis paper. One good place to do this is in the "strategy, tactics, and issues" section of the Group Journal.

The actual negotiation, the journal, and the analysis paper should be based on principles you learned from the class and text. These principles are not universally applicable nor is their application immediately evident. You will need to make your own judgments - but be sure to explain them to me in your analysis paper. The group's analysis paper should include

I will expect you to use concepts from the class in this analysis role of the journal. You might assign each member of your group one (or more) chapter's content to use in analyzing the group's performance. I will make available a list of what I consider to be the important concepts in each assigned chapter, and you should draw from those concepts in analyzing your group's performance. An appendix to your analysis paper should contain a glossary of the concepts you have used with accompanying explanations of each concept. However, simply identifying concepts from the class in your paper will be at most adequate (read, 'C'). The real work of showing you have mastered the content of the class is will come from showing you can analyze, synthesize, and evaluate the concepts in the context of the negotiation.

In the class period after the negotiation, we will discuss the negotiation from the perspective of the participants and from the perspective of principles and concepts learned in the class. These are designed to give you a place to try out your analyses of the negotiation, so you need to have met beforehand as a group to discuss your performance. If a member of the group has an individual viewpoint they would like to offer, he or she may turn in an addendum in the binder that I will read and return separately.

The Individual Communication Journal

In addition to keeping notes for the group journal, each member of the group will need to keep a Communication journal. When your group turns in its Negotiation Documents Binder, you should each append a 1-2 page, single spaced, typed analysis of your individual performance both as a group member and as a negotiator. These personal communication analyses will be based on 1) the notes you keep in your communication journal, and 2) the communication profile you filled out at the beginning of the term. The analysis should cite concrete instances of your communications from the journal (in enough detail that I can get an idea of what you were doing) and should then evaluate that performance and suggest ways to improve it. I reserve the right to require a copy of your communication journal.

Grading the Documents

To get some idea of the level of expectation I will have for your papers, please read my handout on grading standards. Most of your grade for the class comes from your journals and analyses, so you need to take them seriously. Your grade will be assigned to the group, but I reserve the right to move an individual grade up or down as much as one letter grade, depending on my knowledge of the situation and the ratings of the group. If you are blind-sided in the negotiations, the journal and the analysis are where you can salvage a disaster with good reporting and analysis of what happened. A sloppy analysis of even a wildly successful outcome will be frowned upon.

Middle East Links
The Negotiation Project
The Negotiation Documents
Levels of Analysis
The A paper
Class Main Page