Management $434$: Negotiation

Additional Final Exam Information

Block $1/$ Spring $2024$

The goal of this exam is to test your ability to integrate your knowledge of basic

negotiation concepts presented as part of this course and your personal critical thinking

skills. As I pointed out in the Introduction to this course, the marriage of negotiation

and critical thinking skills is a killer combination.

The first part of the final exam itself is an exercise in the art of active listening,

observation, persuasion, empathy, and self$-$analysis. It calls upon you to analyze an

ongoing negotiation and then apply the information you were presented in the chapters

and discussions to describe the type of interactions that took place between the parties.

There will be several two$-$party interactions as well as multiple multi$-$party interactions.

I am suggesting a strategy on how to approach the written portion of the exam by

focusing on specific interactions so you can narrow down the focus of that specific

interaction. Best to breakdown the interactions independently. Example: Was the

interaction between the characters distributive or integrative in nature? Why? Provide

an example to illustrate your reasoning. I will break this down further in the final exam

instructions. I just wanted to give you a head$$s up so you would know what was coming

up$.$

The only way you know for sure if you have learned something is if you have the ability

to explain it to someone else. Dr$.$ Patrick and I want you to enjoy taking this exam. Be

creative. Think out of the box.

If possible, watch the film and then step away. Have something to eat or go for a walk or

just change the environment from that of where you watched the film so you can think

about what you just watched and let it sink in$.$ Think about preparing an outline of the

interactions you choose to focus on$.$ It will keep you organized while you write.

I am most interested in how you plan to integrate some of the new tools that were

presented during the course. What I mean by that is how you use the correct

terminology in the appropriate context when explaining an observed

interaction with the appropriate concept that supports your reasoning. You

have $15$ chapters worth of information to draw upon. You can go back to it just like you

could during the course.

I repeat: I am most interested in how you plan to integrate some of the new tools that

were presented during the course. What I mean by that is how you use the

correct terminology in the appropriate context when explaining an

observed interaction with the appropriate concept that supports your

reasoning. The Final Exam Rubric follows this information.

The second part of the final exam you will be asked to answer a couple of questions that

are more introspective. Remember that knowing yourself is an essential part of being a

good negotiator. Being honest with yourself is difficult sometimes, but if growth is your

goal, honesty with yourself cannot be avoided.

Everything else you need to know will be available at $06$:$00$ PDT on Sunday, March $10,$

$2024.$

I cannot emphasize enough how important it is for you to incorporate this

information along with the instructions that you will receive once you sign

in to take the final.

The last available time to view the film will be $18$:$00$ PDT on Wednesday,

March $13,2024.$

As an aside, please consider consciously developing and nurturing the skills that you

just added to your personal toolbox. Think about pursuing more advanced negotiation

courses and workshops as you move through your career path. In time, it will pay off

over and over again as you gain experience and develop your own personal style.

Remember, in life you do not always get what you want, but you can get what you

negotiate.

Unless a cataclysmic event occurs, late submissions of the final exam will

not be accepted. Plan accordingly.