Self-Assessment Related to Win-Lose Negotiating Overview from the Syllabus Self-reflection is critical for effective development as a negotiator. To help with this process, each member of the class will complete three self-assessments. For each of the three, members of the class will seek to 1) better understand their strengths and weaknesses in a particular type of negotiating and 2) identify tactics for improving. As part of the analytical work, readings and exercises from the course should be applied. Elaboration and Tips In your self-assessment, think about how well you 1) prepared and 2) executed during the negotiating. When crafting your self-assessment, keep in mind key aspects of preparation and execution. For preparation, key aspects of the situation included: • Your firm’s interests and desired outcomes. • Your firm’s BATNA and overall reservation point. • The probable interests and desired outcomes of the other firm. There, of course, were gaps in your knowledge prior to the negotiation. • Specific tactics that you intended to use (hardball tactics, anchoring, concessions, etc.) • Ground rules you wanted to negotiate. • Opening move. For execution, key process areas included: • Opening the negotiation in an effective manner. • Implementing useful information gathering techniques. • Implementing tactics that matched the strategy being used. • Managing concessions. • Managing different personalities/personal styles. • Managing both negative and positive emotions. In your assessment, avoid emphasizing simple descriptions of what you did and how events unfolded in the negotiations. Instead, create a true analysis of what you did (why did you do what you did) and emphasize why you might need to change some tactics/behaviors. In addition, avoid failing to leverage our readings, negotiations, and feedback documents. It is important to weave our materials into your assessment of win-lose negotiating. Minutia from the Syllabus Each assessment should be no more than 600 words (approximately one single-spaced page using 12-point Times Roman font with one-inch margins). The first assessment will be due during Week 4, the second will be due during Week 7, and the third will be due during Week 11. Additional guidance will be given ahead of each assessment.