MGMT2004: Observation and Analysis Paper Brief
Each weekly seminar will feature a negotiation simulation exercise. You will write two observation and analysis
papers (OAP) over the semester to discuss four negotiations (two exercises in each OAP). Each OAP will be a
report on 2 of the negotiations you have been a part of in the particular half of the semester in which the report is
due (2 from the first half for OAP 1, and 2 from the second half for OAP2).
Instructions for each OAP: For EACH negotiation separately (ie. present each negotiation in separate sections)
provide the following:
Observation: Give a brief outline of the negotiation scenario, including what the negotiation was broadly about.
Describe in greater detail the negotiation in terms of (a) specific characteristics of the negotiation situation (e.g., a
distributive/integrative elements, potential for conflict); (b) how you prepared for the negotiation (e.g., targets,
resistance point, first offer, planned tactics, BATNA, expected length of negotiation); (c) how the different parties
in the negotiation behaved (e.g., competitively, collaboratively, quickly made concessions, was trusting of the
other party, the bargaining process); (d) what negotiation strategies and negotiation tactics (e.g., bridging,
lowball/highball) were used; and (e) the overall outcomes of the negotiation (tangible and intangible; e.g., what
was the settlement? Did you reach your aspiration point/target? How did you compare with the others in the class?
Were you successful?).
Analysis: Use concepts and frameworks from class to discuss the negotiation as it unfolded, including: (a) Why
certain negotiation strategies and tactics were used in the negotiation and why they were successful or
unsuccessful; (b) what you learned about your negotiation style (e.g., insights about your own skills and use of
strategies/tactics, were your strategies/tactics successful?) and what you learnt about your partner’s intentions and
negotiation style (e.g., insights about your partner’s skills and strategies/tactics, were their strategies/tactics
successful?); (c) how you understand the outcomes of the negotiation (e.g. what aspects of the negotiation were
the reasons for the outcomes); and (d) what you would do differently the next time you are in a similar situation.
Focus on those aspects of each negotiation that were most important. Make sure to apply concepts discussed in
class. You do not need to define the concepts, but it should be clear from the way you use them that you
understand them.
Word limit: The total word count should be less than or equal to 1300 (with allowance for up to +10%).
Approximately 650 words for each negotiation but they don’t need to be equal.
References: Use any standard referencing style (see https://www.anu.edu.au/students/academic-skills).
References are not counted toward the total word count.