course materials

1. BAA461 University of Alaska Anchorage Negotiation & Conflict
Management Discussion
Question DescriptionFor all papers assigned in this class the following rules apply:All
written assignments must be completed on a word processor or typewriter.Margins must
be 1″ on the top, bottom, and both sides.All characters must be 12pt, the typeface is up to
you as long as it is not scriptAll assignments must be double-spaced.Do not use binders.
Staple the papers in the top left corner please.Writing Style1. OrganizationI expect your
papers to flow logically and smoothly. Rambling discourse distracts from your point and
consumes space that can be better used to make your point. If I cannot find your point, due
to poor organization or poor presentation style, it will result in your losing credit for
making the point regardless of if you think you made it. Organizing your paper to address
each specific point I want you to make is critical to your success in writing for me.2. DepthI
am interested in the paper demonstrating your intelligence, ability to use (as opposed to
memorize) class concepts, evidence that you really considered the assignment and how to
use it to improve yourself, and evidence that you are learning something from this
experience. I expect you to use the terminology we are learning in the class appropriately.
However, simply using a bunch of negotiation ‘buzzwords’ without having anything else to
say will not help your grade. The key to an “A” is not following a formula or going through
the motions, it is demonstrating that you are “getting it” and showing me that you are
applying what you learn.3. Follow InstructionsIf you do not follow my instructions you will
do no better than a C in this class. Answer every part of each assignment and keep to the
point.4. The ReaderYou are writing to demonstrate your mastery of the material for me.
Please consider what I know already and what I don’t know. Also consider what it is that I
want you to demonstrate. If you do these things it will help you decide what to include and
what to leave out of the papers. For instance, I do not need a re-cap of the exercise or the
readingsso please do not use your papers to review the facts of the exercise or summarize
the information in the readings. Use the information in the readings and exercises to
support your position and opinion. The reflection papers will go to your negotiation
partners and myself. Think about information they would find useful as well.5. A CautionIf
you do not read, understand, and follow the guidelines above you may be surprised at your
grade.If you have read and understand the assignment only then are you are ready to start
writing. You have not finished a paper until you have met the requirements on this
checklist. Some words of advice: Read these instructions before you begin each

2. assignment.Make an outline of your paper first and be sure it is logical and complete.Check
your finished paper to make sure that you have followed the instructions
completely.Spelling, grammar, use of sexist language, punctuation, and all of that count. I
will deduct one percentage point for each error up to 20% of the possible points for any
written paper. Please use your spell checker, proof read your papers, and have others proof
read your papers so that you do not give up points that are related to presentation.Writing
Assignments:First Impressions Paper: (100 points)Write a paper that describes and
analyzes your negotiating style as it now exists. I am interested in what your approach to
negotiation is beforebeing influenced by this class. I suggest that you format your paper in
such a way that you answer each question in order and that you use at least one paragraph
to answer each question completely and thoroughly. Do not fall into the trap of using one
word answers to my questions. For example, when you identify your greatest weakness do
not just say “fear”. If fear is indeed your greatest weakness, tell me why and give an example
to illustrate your point. Always include the “why” that explains the “what” and you will find
you earn better evaluations. Give this paper some thought and take time to do it well. It is
your benchmark that you can use to gauge your progress over the semester. You will see
your actual progress only if you know where you started. Also, this paper will be necessary
reference for you when completing the final paper of the semester, so do a good job on it
and save it when I return it to you after it is graded. Please answer the following
questions:What comes to mind when you think of negotiating? Identify at least three ideas
that are your first thoughts regarding negotiating.What behaviors does a good negotiator
exhibit or practice?What behaviors does a poor negotiator exhibit or practice?What is your
approach to negotiating? Describe what you typically think and do when you are faced with
a conflict that can be resolved by negotiation.In your own words, critique your approach to
negotiating. Identify what you do well and what you do poorly. State what you think is your
greatest strength and greatest weakness.This paper must be no less than two pages and no
more than four in length. See the syllabus for the due date.