Description of assignment
Students will work on a complex case and they will need to analyse and evaluate the
negotiation(s) that have been made with the critical application of course concepts and
theories. Please note, by no means are students expected to try to apply all the theories and
concepts we cover in the course. The selection and application of RELEVANT concepts and
theories for the analysis is the task and forms part of the assessment. So is the way students’
collection and assessment of the information about their case.
Topic
Own choice of real-life case – recent (within a maximum of 12 months!) or current, ongoing.
The case topic can be a general issue (a recent international negotiation, such as Covid related,
for example) or a recent business case.
I am expecting students to find their own topic of interest for this work. Famous historical
cases will not be accepted. Also, cases that are older than 12 months will not be accepted. If in
doubt, check with the module leader. Students will have to research their case by using news
items, or company information.
Further details in the Appendix
Submission details
Length
• Minimum 2000, maximum 2500 words.
• The word count is for the body of the essay – i.e., it does not include the Cover Sheet, Title
Page, Appendix, and the List of References.
• A penalty of 10% per 250 words beyond the limit may be applied.
Editing:
• Type up your essay using 12 point fonts, and about 2 cm margin.
• Include page numbering.
• Use appropriate structure including introduction, main body containing your arguments
and supporting evidence and a summary/conclusion section.
• Proofread for spelling and grammatical errors.
• Provide in-text citations and reference any of your sources – both for the case itself
and for the applied theories and negotiation concepts!
APPENDIX:
Details about the assignment:
Some advice for finding and working with your case:
• For missing information assumptions may need to be made – acknowledge these!
• In case of a particular – not public – business negotiation, for example, where the
marker would lack the background knowledge of the negotiation and no public sources
available, background information will be needed for context. This background
information may be edited in a separate section and attached in the appendix
(summarise in max 2 pages), allowing the use of the full length (2000-2500 words) for
developing the analysis.
• If it is a large-scale case, it is often advisable to narrow down to a particular
stakeholder’s perspective (while acknowledging the many others). Also, if the topic is a
case where a series of negotiations have been made over a longer period of time, it is
advisable to focus on a particular negotiation (while recognising the fact of a series of
interrelated or ongoing negotiations) and using the previous ones as contextual factors.
In all of these cases students need to clearly identify what exact negotiation(s) and/or
whose perspective(s) are analysed.
• Remember, you need to provide a deep and thorough analysis explaining why you think
things happened the way they happened and what other options there were (or were
there any).
There are typically two kinds of project focus possibilities:
(1) A recent (i.e., max. 12 months old) but already ‘finished’, complete case, meaning that we
already know what happened, what decisions were made in the negotiations, and what was the
outcome. The work should analyse what happened and what is the likely explanation for the
way the situation evolved. Students could identify alternative ways the problem could have
gotten solved, explaining under what circumstances it could have happened that way (for
example, what different perceptions of the situation, or different negotiation approach could
have led to a different outcome).
(2) Students might choose an ongoing case, where the problem is (at least partially) already
identified but the negotiations are still evolving, and there is no solution yet. Here students
may want to work out likely scenarios as the situation might evolve, acknowledging the
conditions or circumstances under which a given outcome is possible. Students may also make
predictions about the likely outcome based on their analysis. The focus should be on
negotiation strategies and tactics.
In either option, students must remember to take a CASE STUDY- approach. The focus is THE
CASE = the negotiation (that is their data), and apply relevant course concepts and
negotiation theories in the analysis.
Marking and feedback
Your essay will be marked according to the following weightings and marking criteria:
Case analysis, arguments (40%)
• A unique, descriptive title which accurately indicates the content of your essay – should
appear on the Title Page
• Understanding, clearly stated argument(s) and main points
• Covers all important aspects comprehensively
• Demonstrates critical thinking, uses logical argument, with progression of ideas
• Demonstrates ability to apply and connect course material
• Draws essay together in a sound and concise conclusion
Theory and concepts (30%)
• Argumentation of the essay is supported by theory
• Relevant course concepts and theories are critically applied, in appropriate detail,
using a good range of quality sources and reference material
• Solid supporting data
Referencing (10%)
• References are cited in-text / Reference list is presented (Harvard style)
• Lewicki et al. book (or similar negotiation source) used for negotiation concepts
• Minimal use of quotes
Structure (10%)
• Uses logical structure including introduction, and summary/conclusion
• Paragraph construction and quality of written expression
• Good transitions
Presentation (10%)
• Overall impression: neatness, layout
• Proper academic vocabulary
• Spelling, punctuation, and gramma