NEGOTIATION ANALYSIS:

NEGOTIATION ANALYSIS USING YOUR TFM COMPANY GIVEN IN SECOND

SEMESTER AND POTENTIAL CLIENT IN A COUNTRY OF YOUR CHOICE

1. INTRODUCTION TO YOUR PAPER. (1 PAGE MAXIMUM)

2. BRIEFLY DESCRIBE YOUR TFM COMPANY (1 PAGE MAXIMUM)
1. Std intro to paper
3. DESCRIBE THE POTENTIAL CLIENT/AGENT/PARTNER IN TERMS OF THEIR
PERSONALITY, COMPANY, INTERESTS ETC. (GIVE THEM A BACKSTORY) (1 PAGE 2. This gives me context and helps me to
MAXIMUM): understand the possible motivations behind
4. DESCRIBE THE NEGOTIATION STYLE of THE POTENTIAL this Company.
Client/Agent/Partner’S CULTURE (1 PAGE MAXIMUM) 3. Think personality tests and creativity and how
5. IF THE NEGOTIATION WILL TAKE PLACE THERE, HOW WILL THIS IMPACT ON this “invented” team could impact on the
YOUR TFM COMPANY AND THE NEGOTIATION. (MAXIMUM 1 PAGE) negotiation. Some imagination required
6. WHAT ARE THE INTERESTS, EXPECTATIONS, ALTERNATIVES, OFFERS AND 4. CQ (think forum)
UNACCEPTABLES OF BOTH PARTIES (1-2 PAGES) 5. Impact of location and context
7. WHAT SOLUTION COULD BE OFFERED AND HOW WOULD YOU PRESENT IT
6. I, A, E, O, U
(1-2 PAGES)
8. HOW WOULD YOU CREATE A POSITIVE WORKING ATMOSPHERE AT THE 7. Proposals - think presentation skills.
BEGINNING (MAXIMUM 1 PAGE) 8. Rapport and EI
9. WHAT BARGAINING STRATEGIES COULD BE USED FOR AND AGAINST YOUR 9. Sessions
TFM. (MAXIMUM 1 PAGE) 10. Application of ideas from other courses as well
10. IF AN AGREEMENT IS REACHED, WHAT NEEDS TO APPEAR IN THE as critical thinking around implementation
AGREEMENT AND HOW CAN IT BE ENFORCED. (1-2 PAGES) 11. Std conclusion
11. CONCLUSION. (MAXIMUM 1 PAGE) 12. APA referencing.
12. REFERENCES (APA) WHERE APPROPRIATE. (MAXIMUM 1 PAGE)

DOUBLE SPACED. TNR 12. 7-15 PAGES. QUALITY NOT QUANTITY COUNTS.
UNDERSTANDING OF KEY IDEAS IN CLASS AND FORUM. CREATIVITY.
FORMATTING OF THE PAPER. CLEARLY EXPRESSED. IT IS POSSIBLE TO USE
BULLET POINTS BUT INTRODUCE SECTION WITH A SMALL PARAGRAPH. DUE DATE: 01 APRIL (MONDAY) 15.00 (IN CASE
THERE ARE UPLOAD ISSUES AND YOU NEED TO
CONTACT IT, THEY WILL NOT BE AVAILABLE IN
THE EVENING)