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Category: Negotiation

  • “Negotiation Techniques and Sex Differences: An Analysis of Erin Brockovich and Nightcrawler” “Effective Communication Strategies for Dealing with Unreasonable People and Addressing Workplace Bias”

    Final Paper
    1. There is NO need for any outside research. Do not include any research on
    negotiation skills or techniques other than from class materials and the
    readings provided. The goal of this paper is for you to demonstrate a
    depth and breadth of knowledge of the negotiation techniques
    applicable in situations involving difficult conversations and to
    analyze the differences between how women and men negotiate,
    including the potential reasons for those differences.
    2. – each section (Part I and Part II) should be 2 FULL pages each, 12 point font
    correct English in paragraph form – do not label your answers, but
    use a heading for each part and subheadings for Part I and Part II
    well-edited
    correct use of APA
    no extra space between paragraphs, including between sections and between the heading and the following paragraph
    put a heading prior to each section
    APA formatting for in-text references (including page numbers where relevant)
    include a list of references in a separate reference page following APA rules
    do not include cover sheets, tables of contents, abstracts, running titles
    Reference page does not count as one of the pages or word count 
    Do not include surname or any class heading fillers
    3. Use the course materials to inform, explain and illuminate your analysis of the
    conversation and of sex differences in negotiations. The purpose of the
    assignment is to demonstrate that you have read, heard, understood and can
    apply the course materials to both topics. Make sure to incorporate a significant
    number of course materials into the paper. Refer to particular articles, textbooks and scenes. Demonstrate intellectual depth by going beyond repetition to explain
    significance, to draw connections, to illustrate, to integrate.
    Specific instructions:
    Part I – Erin Brokovitch Analysis
    a. Watch the Erin Brokovitch negotiation compilation clips:

    b. Integrate course materials (lectures, texts) to develop an analysis of what
    occurred in each of the negotiation scenes (include a subheading before
    analysis of each scene)
    i. discussion in the conference room
    ii. conversation in the office
    iii. conversation about wardrobe
    iv. visit to house
    v. meeting with clients
    vi. discussion with different attorney team in conference room
    c. Reference liberally through quotes and paraphrases the relevant course
    materials on negotiation techniques, conflict management, difficult
    conversations, and ethics. Do not include any research on conflict resolution skills or techniques
    other than class materials.
    Part II – Sex Differences in Negotiations Analysis
    a. Watch the Nightcrawler clip.

    b. Integrate course materials (articles,and textbooks) to develop an analysis of what
    occurred in the negotiation between Lou and Nina, discussing issues
    including Lou’s threat to leave, his demands, his tone, and each side’s
    BATNA.
    c. State if you think the negotiation would have progressed in a similar
    manner if the roles had been reversed (Nina as the news gatherer and
    Lou as the TV manager), or if both parties had been the same sex. In
    addition to your opinion, base your answers on known sex differences in
    negotiation noted in class material.
    d. Referencing negotiations that you participated in over the course of the
    semester, explain how the sex differences described in the assigned
    reading did and/or did not apply. Include discussion of the different
    negotiation technique choices made by you and your negotiating
    partners.
    Sources APA total of 9 
    Textbooks
    1. DuBrin, A. Negotiation and Conflict
    Resolution in Organizations:
    Theories and Applications (2020)
    2. Fisher, R. and Ury, W. Getting to
    Yes: Negotiation Agreement Without
    Giving In (any edition)
    3. Stone, D., Patton, B. & Heen, S.
    Difficult conversations: How to
    discuss what matters most (any
    edition)
    Articles 
    4. https://www.youtube.com/watch?v=-c-SUdBoD6M 
    5. Managers and Their Not-So Rational Decisions.pdf
    6. The Science of Reasoning with Unreasonable People – The New York Times copy.pdf
    7. How to Attack the Pay Gap? Speak Up.pdf
    8. When Talking About Bias Backfires – NYTimes.com.pdf
    9. Why Women Stay Quiet at Work – NYTimes.com”.pdf
    Paper