1. Negotiation Finale April Fools’ Day? Hope not!

2. Final negotiation exercise…email negotiation…begins today!!!  Details.  Most of you have an apartment in Boulder that you want to sublet for the summer and fall.  Two people (most from Cleveland) are interested in it.

3. Final negotiation exercise…email negotiation…begins today!!!  You can get the names and email addresses of the two who are interested in YOUR apt. by looking at the chart on D2L (attached to this week AND at the top as well).

4. Pairings look like this:

5. Everyone—except Jeremy and Patrick!  You need to engage in two separate negotiations and decide which of the two you want to rent it to. (There is only room for one—they can’t both take it.)

6. Exceptions  We have 4 more students than my friend Sanda does, so I made two of you (Jeremy and Patrick)“Clevelanders.” (Don’t worry—you’ll get to move back here soon!)  So a few of you will be negotiating with classmates— sorry about that—it’s the best I could do.  A couple more of you are negotiating with other people, including one named “Burgess.” It’s not me, but it is someone I know.

7. Rules:  All negotiation must be by email. No phone calls, video chats, texts. JUST email. (That’s true for the locals too!)  You need to make initial contact with both students by 5 p.m. Thursday April 3.  (Say “I hear you are looking for an apartment in Boulder” or something like that.)  Copy me on your emails to prove you did that.  If they write you first, that’s fine, just copy me on your reply.  If you do not get started by April 3, I may find someone else for your partner(s) to negotiate with, and you will not be able to get credit for this assignment. Don’t be a “dead beat”!

8. Due dates:  Negotiations must be started by 5 pm this Thursday  If you can’t make contact, tell me by then, so I can find you alternative person.  DO NOT tell me at the last minute or in the assignment write up that you couldn’t reach your partner. Be proactive!  Negotiation needs to be done by 9 pm Sunday April 13.  Write up is due in the dropbox by 9 pm Sunday April 20 (One week later)  Transcripts of all emails are due at the same time—save all your correspondence!!  Questions???

9. Negotiation Write Up: Questions you need to answer are included in your scenario. They include:  Did the negotiations go the way you expected them to go? (Explain your answer, and if not,  What surprises occurred?  How did you respond to those surprises?  Did you use an integrative (collaborative) or distributive (competitive) approach? Why did you do that?  Knowing how it came out, was that the best approach to use? Why or why not?

10. Negotiation Write Up: Questions you need to answer are included in your scenario. They include:  What negotiation style did the other people use? How did that work with your plan?  Were you able to find a ZOPA? Explain.  What was your BATNA?

11. Negotiation Write Up: Questions you need to answer are included in your scenario. They include:  Does that seem like a good agreement using Fisher and Ury's criteria?  If you didn't reach agreement, why not? Could you have done something differently to reach agreement?  What did you learn from this activity about negotiation? About negotiating through email? About anything else?  Note: you need to answer these questions for both negotiations. It is usually easiest to do that together…comparing one negotiation to the other on each question.

12. Prep  Groups of 2 people with the same apt. can prep together—but….  When class is over, you will be negotiating separately with different people.  SO—everyone should make their own prep sheet and keep it to use for the negotiation.  I will pass around an attendance sheet for the “group grade” for today.  Jeremy and Patrick should prep together.