TOPIC 6: NEGOTIATION Negotiation is a highly important personal and professional skill which presents itself with numerous challenges. Understanding how to successfully negotiate with a variety of persons is important for effective communication across a variety of contexts. Complete both part one and part two of this assignment. Part One: Role Play Directions : choose ONE of the scenarios from the attached "Negotiation Scenarios" document, or an alternative scenario approved by your instructor. To successfully do your negotiation, follow the Seven Elements of Principled Negotiation found in the textbook and use those during your selected "Negotiation Scenario." For this assignment, you will serve as the initiating party of the negotiation. The objective is to gain a better understanding of the negotiation process and how each step functions. You will need to solicit the help of one person. This person will take on the role of the  adversarial party in your selected scenario.   One Volunteer Please solicit the help of one volunteer, this can be a friend, family member, or classmate. This volunteer will help you role play the negotiation scenario. Share your selected scenario with the volunteer and inform them that there is no verbatim script, so they are encouraged to behave the way they feel the participant would in a real negotiation. Encourage your volunteer to approach this in a serious and realistic fashion when advocating for their assigned position. The provided scenarios should require about 20 minutes of your volunteers time in order to properly address the negotiation. *To help orient your instructor, state the role you took and the goals you set out with in your essay. Additionally, include the name of your volunteer in your essay. Part Two: Essay After conducting the negotiation, write a 1,250-1,750-word paper that discusses your experience and cites at least four credible and authoritative references. In your paper, analyze and reflect on your experience negotiating using the Seven Principles of Negotiation. Consider the following prompts: 1. Were you able to focus on the relationship or did it become competitive? 2. What elements of communication were you able to attend to and which did you struggle the most with? 3. Did you remain on the interest or did it get personal? 4. What options did you generate for the outcome? 5. What were your solution criteria? 6. Did you achieve your desired outcome or use the BATNA? 7. Was the commitment fair and realistic? How so? 8. How might this negotiation have been different if it were real and not a role play? This assignment uses a rubric. Please review the rubric prior to beginning the assignment to become familiar with the expectations for successful completion. Prepare this assignment according to the guidelines found in the APA Style Guide. You are required to submit this assignment to LopesWrite All B.A. in Communication majors should save the final version of thi.

1. TOPIC 6: NEGOTIATION
Negotiation is a highly important personal and professional skill
which presents itself with numerous challenges. Understanding
how to successfully negotiate with a variety of persons is
important for effective communication across a variety of
contexts. Complete both part one and part two of this
assignment.
Part One: Role Play
Directions
: choose ONE of the scenarios from the attached "Negotiation
Scenarios" document, or an alternative scenario approved by
your instructor.
To successfully do your negotiation, follow the Seven Elements
of Principled Negotiation found in the textbook and use those
during your selected "Negotiation Scenario." For this
assignment, you will serve as the initiating party of the
negotiation. The objective is to gain a better understanding of
the negotiation process and how each step functions.
You will need to solicit the help of one person. This person will
take on the role of the adversarial party in your selected
scenario.
One Volunteer
Please solicit the help of one volunteer, this can be a friend,
family member, or classmate. This volunteer will help you role
play the negotiation scenario. Share your selected scenario with
the volunteer and inform them that there is no verbatim script,
so they are encouraged to behave the way they feel the
participant would in a real negotiation. Encourage your

2. volunteer to approach this in a serious and realistic fashion
when advocating for their assigned position. The provided
scenarios should require about 20 minutes of your volunteers
time in order to properly address the negotiation.
*To help orient your instructor, state the role you took and the
goals you set out with in your essay. Additionally, include the
name of your volunteer in your essay.
Part Two: Essay
After conducting the negotiation, write a 1,250-1,750-word
paper that discusses your experience and cites at least four
credible and authoritative references. In your paper, analyze and
reflect on your experience negotiating using the Seven
Principles of Negotiation. Consider the following prompts:
1. Were you able to focus on the relationship or did it become
competitive?
2. What elements of communication were you able to attend to
and which did you struggle the most with?
3. Did you remain on the interest or did it get personal?
4. What options did you generate for the outcome?
5. What were your solution criteria?
6. Did you achieve your desired outcome or use the BATNA?
7. Was the commitment fair and realistic? How so?
8. How might this negotiation have been different if it were real
and not a role play?

3. This assignment uses a rubric. Please review the rubric prior to
beginning the assignment to become familiar with the
expectations for successful completion.
Prepare this assignment according to the guidelines found in the
APA Style Guide.
You are required to submit this assignment to LopesWrite
All B.A. in Communication majors should save the final version
of this assignment with edits that incorporate faculty feedback
after grading. Students should also save the assignment
directions. COM-490: Communication Capstone will require
students to prepare a portfolio that showcases their work in the
program. Please save this assignment in multiple locations. See
the "Communication Professional Portfolio Guide" under course
materials for further instructions.
STUDY MATERIALS
Read Chapters 8 and 9 of the Book
Interpersonal Conflict.
Read "Mediation: An Intervention Strategy for Counselors," by
Messing, from the
Journal of Counseling & Development
(1993).
URL:
https://lopes.idm.oclc.org/login?url=http://search.ebscohost.com
.lopes.idm.oclc.org/login.aspx?direct=true&db=a9h&AN=93113
01303&site=ehost-live&scope=site
Read "A Little Help From Our Friends: Informal Third Parties
and Interpersonal Conflict," by Eaton and Sanders, from
Personal Relationships

4. (2012).
URL:
https://lopes.idm.oclc.org/login?url=http://search.ebscohost.com
.lopes.idm.oclc.org/login.aspx?direct=true&db=a9h&AN=83927
317&site=ehost-live&scope=site
Read "Mediation and Conflict Management -- Creative Strategy
Towards Sustainable Development of the Society," by Spiroska,
from the
Journal of Sustainable Development
(2014).
URL:
https://lopes.idm.oclc.org/login?url=http://search.ebscohost.com
.lopes.idm.oclc.org/login.aspx?direct=true&db=bth&AN=94901
096&site=ehost-live&scope=site
Read "Resolve Conflict Effectively," by Manktelow &
Birkinshaw, from
Mind Tools for Managers
(2018).
URL:
https://lopes.idm.oclc.org/login?url=http://library.books24x7.co
m.lopes.idm.oclc.org/library.asp?%5eB&bookid=139077&chunk
id=257550829&rowid=324
Read "Principled Negotiation Provides a Framework," by Chou
& Cooley, from
Communication Rx
(2018).
URL:
https://lopes.idm.oclc.org/login?url=http://library.books24x7.co
m.lopes.idm.oclc.org/library.asp?%5eB&bookid=135176&chunk

5. id=971128071&rowid=402
Read "Negotiating and Finalizing Your Job Offer," by Louis,
from
Mission Transition
(2019).
URL:
https://lopes.idm.oclc.org/login?url=http://library.books24x7.co
m.lopes.idm.oclc.org/library.asp?%5eB&bookid=147499&chunk
id=156279318&rowid=548
Read "Principled Negotiation: An Evidence-Based Perspective,"
by Hak & Sanders, from
Evidence-Based HRM
(2018).
URL:
https://lopes.idm.oclc.org/login?url=https://search-proquest-
com.lopes.idm.oclc.org/docview/2016550963?accountid=7374
Read "Analytics Provides the Data, Leaders Negotiate the
Truth," by Light, from
CIO
(2016).
URL:
https://lopes.idm.oclc.org/login?url=https://search-proquest-
com.lopes.idm.oclc.org/docview/1835901257?accountid=7374
Read "What Negotiation Theory Tells Us About How the EU
Has Handled Article 50," by Usherwood, from
Political Insight
(2018).
URL:

6. https://journals-sagepub-
com.lopes.idm.oclc.org/doi/full/10.1177/2041905818779317
Read "On the Other Side of the Table: Lessons Learned From
Negotiations," by Williams & Peters, from
Journal of Cases in Educational Leadership
(2018).
URL:
https://journals-sagepub-
com.lopes.idm.oclc.org/doi/full/10.1177/1555458918762467
Read "Interest-Based Bargaining: An Alternative to Traditional
Negotiations," by Katz, Kochan, & Colvin, from
An Introduction to U.S. Collective Bargaining and Labor
Relations
(2017).
URL:
https://lopes.idm.oclc.org/login?url=http://library.books24x7.co
m.lopes.idm.oclc.org/library.asp?%5eB&bookid=144601&chunk
id=520093394&rowid=748
Read "The Interest-Based Bargaining Story at the Federal
Mediation and Conciliation Service," by Barrett, from
Negotiation Journal
(2015).
URL:
https://lopes.idm.oclc.org/login?url=https://search-proquest-
com.lopes.idm.oclc.org/docview/1765842672?accountid=7374