IMPORTANT: This case study is for a negotiation class, please use negotiation terms and strategies. Thank you.
Please read the Muenning Oil case and prepare a case analysis as described below. Helpful Hints:
* Use concepts, theories, and or empirical evidence reported in your readings or in class to organize your analysis and support your conclusions. Remember, your job is to ANALYZE, not RE-SUMMARIZE.
* Be careful to use terms/concepts appropriately and precisely.
* You are expected to rely heavily on the concepts and models presented in your texts and in class, as these will be important in grading your case analysis.
The class readings are the knowledge base for understanding what is happening in the case. If you do not explicitly state how you are applying this material, I have no way of knowing how well you have learned it.
Your paper should consist of the following two sections:
1. Your thorough analysis of the re-opened negotiations, and the strategies/tactics used by the different participants in negotiation. As part of this analysis, please also make sure to answer the following questions:
If you were Muenning, what would you have done differently? Why? If you were Reliant, what would you have done differently? Why?
2. Recommended Actions: What recommendations would you make to Muenning Oil at the end of the case? Here you must decide what should be done. You should also be specific about exactly how you implement your plans. Be sure to provide a compelling rationale for why you have recommended these actions. Defend your recommendation with sound analysis and by pointing out the pros and cons of the choice(s) you have made.
Finally, beyond the 6 pages of text, you should also have a separate title page with a very creative and clever paper title.
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