1. Explain why it is sometimes advantageous to display negative emotions such as anger in a negotiation. What are the risks involved in doing so, and how can they be avoided? Do these considerations apply equally to distributive

MG 473 Negotiation Analysis 2019: Assessed essay

Choose ONE of the following FOUR questions. Word limit: 2000 words not including bibliography

1. Explain why it is sometimes advantageous to display negative emotions such as anger in a negotiation. What are the risks involved in doing so, and how can they be avoided? Do these considerations apply equally to distributive and to integrative negotiations? Illustrate your answer with examples from at least five of the negotiation cases from the course.

2. What do Fisher and Ury mean when they recommend that principled negotiators should be ‘hard on the merits, soft on the people’ (Getting to Yes, Ch.1)? Explain why this is generally good advice. Explain also why it may sometimes be good to ignore this advice. Illustrate your answer with examples from at least five of the negotiation cases from the course.

3. The real problem when seeking to negotiate as part of a coalition lies in agreeing and maintaining a common line with one’s fellow coalition members. Therefore, a clever negotiator should always seek to divide the opposing coalition. Explain the advantages and risks involved in such an approach. Illustrate your answer with examples from at least five of the negotiation cases from the course.

4. The informal game theory used in the lectures for this course is useful for analysing how the pay-offs for each party may influence their choice of negotiation strategy. However, prospect theory and framing theory teach us that how we perceive the pay-offs is often far more important. Consider the strengths and weaknesses of both approaches to analysing negotiation, and whether they contradict or complement each other in practice. Illustrate your answer with examples from at least five of the negotiation cases from the course.

Important advice to students: Your answers should consider different types of negotiation, especially distributive and integrative, refer to the course materials and use illustrations from at least five of the negotiation exercises during the term. Advice on reading: although we have done our best to assign a textbook reading to each week’s exercise, the reading list contains numerous other items on which you should reflect. Ideally, your answer should take account of 6-12 of the readings.

You may also deepen your understanding by reading more widely. But, please remember that one extra hour spent thinking hard about the question is worth two extra hours of reading. Advice on answering the question: we have designed these questions to encourage you to think hard about the theories we have been using during the term, as well as to apply that theory to the exercises in class. We therefore attach equal importance to theory and analysis of practice.