MGMT 3721 Negotiation Skills
Take-Home Final Exam

Instructions: Write an individual reflective analysis of you’re learning outcomes, insights, and plans for future
improvement. Provide reasoning and justification for your analysis.

30% 1,900 words (+10% for in-text citations and headings)
6 References
(2 contemporary & 2 Academic)

Formatting: Put your name and word count on the front page. Follow the structure of the questions in this document
(use headings and subheadings to label responses). Yes, you can write in first person and use bullet points/tables.

Referencing Course Material:
• Reference List: Lecture 1. (T3, 2024), MGMT3721: Negotiation Skills, Week 1, Lecture slides, UNSW
• In-text citation: (Lec 1, T3-2024)

Part 1: Newtown (10%)
1.1 Reflect and analyze how naive realism (discussed in the week 10 lecture) impacted the negotiation process and the outcome for you, your team, and TOP (individual and team).
1.2 What role did positional bargaining play in the negotiation? Briefly explain the impact of these positions. Outline and discuss ways you could have engaged in a more interest-based negotiation.
Part 2: Personalized Negotiation Toolbox (10%)
2
What are your most valuable learning outcomes for the entire course?
The goal of part 2 is to develop your own personalized “Negotiation Toolbox”– a configuration of personalized
“Negotiation Tools” to take with you beyond this course enabling the continued implementation and practice of
your insights and learnings.
Enrich your toolbox by creating relevant and practical tools that are realistic, practical, appropriate, and tailor to
your personal negotiation approach. Your tools should consist of customized tactics (actions, strategies,
frameworks, concepts, etc.) tailored to best suit your negotiation style and strengths. Ensure each tool is
appropriately linked to your own personal negotiation style, instead of a generic definition and/or description.

You MUST include at least 5 tools that refer to the content/topics covered in the lectures listed below. To get
started with #1, reflect on your insights and learnings from weeks 1-3 by reviewing the lecture material (interest,
goals, BATNA, planning, etc.) and your weekly journal plans for improvement (which should already have tools).
Next, develop and refine your tools based on these insights. Provide reasoning and justification for each one,
referencing the corresponding course material (see formatting instructions and examples above). If you wish to
explore alternate techniques or approaches beyond the lecture content, you are more than welcome to
independently source academic or contemporary articles that align with the required content/topics.
1. Lectures 1-3
2. Lectures 4-5
3. Lecture 7
4. Lecture 8
5. Lecture 9
This is your toolbox! Feel free to include as many tools as you like, and we encourage you to do so to develop
a comprehensive toolbox. If you’re over the word limit, put the 5 you want marked at the top of the list.
Part 3 (10%)
3.1
What aspects of the course did you enjoy the most and why? Consider the most valuable insights or learnings
and discuss how your understanding of negotiations transformed throughout the term (e.g., how beliefs, ideas,
assumptions, etc. developed or changed).
3.2
You are NOT required to answer both questions. Respond to this question in one of the following three ways: (1)
answer #1 entirely (2) answer to #2 entirely (3) address one pain point for #1 and one suggestion to enrich this
course for #2.

1. Do you have any suggestions for improvement or is there anything you would change about the
course? Describe at least 2 pain points or area of improvement and discuss how you would address it.
2. What do you believe could be added to the course content that would have improved your learning and
experience? Outline and discuss at least 2 suggestions that will enrich the course and student learning
(consider things such as employability skill development, demands of future business leaders, etc.)