Paper

Major Paper # 2 (Reflection): "My Evolution as a (More Skilled) Negotiator"

Before beginning this paper, carefully re-read your Baseline Paper which you completed at the start of the course. In this Reflection paper, you will compare and contrast your current, evolving negotiation approach with your pre-MKTG 6600: 475 approach. The purpose is to analyze how your negotiation skills and knowledge have improved. Address each of the following three items in your paper:

1. New Insights : What are the three most important lessons you learned about negotiations from this course? For each lesson, which negotiations exercise(s) drove home the lesson? Briefly describe what happened in the exercise, or in the preparation for the exercise, that underscored the learning point. (50 points).

2. New Behavior : Of course, not all new insights lead to behavioral changes. To answer this question, discuss both: (a) what behaviors have stayed the same; and, (b) what behaviors have changed between the first and last exercise of the course. Finally, is your new negotiations approach an improvement over your “old” approach? (50 points).

3. Weakness : What are your lingering weakness(es) in negotiation? Why do you think these weakness(es) have persisted? What specific and active steps will you take to correct these weakness(es) in the future? Or do you even feel the need to correct these issue(s) going forward? (50 points)

Tips to crafting an “A” level Final Reflection Paper:

· “Results & Insights” you have noted for each of the 10 weeks are, in effect, your “diary” for the Course, and how you have evolved as a negotiator. Not reviewing these 10 one-pagers you already wrote would be a mistake. Feel free to quote yourself!

· Review your “Baseline” Paper submitted early in the course. Quote yourself, and expand upon views you espoused in that Baseline Paper that have changed, stayed the same, etc.

· You have experienced at least one Focal Negotiation in this Course. An “A” level Final Reflection paper will almost assuredly reference or quote your focal paper(s).

This paper cannot exceed SIX pages in length – double-spaced (that’s roughly 1,750 words)!

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