Purpose

The purpose of this Assignments is to allow you to investigate an issue recently negotiated in the real-world and explain the elements of the negotiations process.

Directions

Select an issue that has recently been negotiated in an area of interest to you. There are a number of potential options for your assignment; you can choose something within your area of study in sports, entertainment, event management, hospitality, travel or any negotiation case that is of interest to you. I suggest you look for something that has two clearly defined sides.

Topic I choose is Sea World vs. OSHA

Part 1: Introduction

• Summarize your negotiation topic and the reasons as to why you chose this negotiation.

• Explain the history between the sides in the negotiation you selected.

• Identify when and where the negotiations began.

• Identify the chief negotiators (by name) on each side and state their positions.

• Explain why they need to negotiate and describe what is at stake as an outcome.

Part 2: Issues/Power

• Describe the main issues/barriers that separate each side.

• Explain what is at stake in this negotiation and how it affects the balance of power.

• Identify and describe which side has the most relative bargaining power and why.

• Explain what the other side can do to increase its power.

• Assess the outside influences prevalent in the negotiation (such as time, media coverage, financial implications, clients, employees, etc.) and describe the impact each has on the negotiation process.

Part 3: Strategy and Tactics

• Strategy: Describe in detail the strategy each side is using to achieve their desired outcome.

• Tactics: Describe and evaluate three specific tactics each side is using to advance their strategy.

• Critique how the strategy and tactics each side is using is affecting their position.

• Describe the strategy and tactics you would use to achieve your desired outcome in the same negotiation.

• Explain how the negotiation contains elements of both cooperation and competition. Provide insight and examples from your research.

  • Hint: Be specific and detailed. Use strategies and tactics studied in earlier weeks.

Part 4: Reflection

• Analyze the negotiation process and explain the final outcome and the impact and/or effect it will have.

• Discuss your opinion of the negotiation supporting your opinion with detailed examples.

• Explain in detail what you learned from your research of this case and how it will benefit you in the future.