Your goal for this assignment is to demonstrate what you have learned about integrative tactics by writing a paper that identifies key events in a negotiation and describes them using course concepts. In the paper, you should reflect on important moments in the Moms.com negotiation that affected your ability to create value (i.e., grow the pie) and/or claim value that was created (i.e., take a greater percentage of the pie for yourself). Identify three (3) things that you or your counterpart did that significantly influenced the negotiation process or outcome. You should focus on events that explain why the negotiation ended up the way it did (e.g., Did you maximize the size of the pie? Why or why not? Did you or your counterpart take home more value? Why or why not?). Use terms and concepts presented in class and/or the readings to label each of the three things that happened and explain why they were important. Conclude with a section that explicitly addresses a few specific behaviors you can implement in the future that will help you negotiate more effectively (e.g. don’t just say that you should make fewer concessions, specify what you can do to help yourself make fewer concessions). Organize the paper around the three key events rather than embed the events within a chronological account of the negotiation. You should not attempt to cover everything that happened in the negotiation; stay focused on the analysis and insights about the two key events. Assume readers of your paper are intimately familiar with the details of the exercise and the assignment. You will lose points if you waste time and space on things we both already know. There is no need to include a cover page, title, introduction, or conclusion. Focus instead on content that is more meaningful. Also, please include only your name in the header. Omit all other information, including the class name, the class number, my name, school, program, etc. This is not an exhaustive list, but here are a few examples of the type of issues you could address: What tactics did you plan to use in the negotiations? Why were they effective or ineffective? Did you to deviate from the strategy you devised while planning? Why or why not? How did you try to expand the pie? Why were you successful or unsuccessful at creating value? What distributive tactics did you use? Why were you successful or unsuccessful at claiming value? Who controlled the negotiation? How could the other side have gotten some control back? What did you learn about yourself or your negotiation style from this experience? What did you learn about how others’ behavior affected your own behavior? Ideally, you would write this paper within the first couple days (if not hours) following the exercise. It is best (and easiest) to revisit your negotiation experience while it is fresh in your mind. Submit the paper in Word format (i.e., .doc not .pdf). The analysis should be no more than 3 double-spaced pages in length (use 1” margins, Times New Roman or Calibri, 12-point font). I am specific about the formatting so that all students have an equal amount of space to use. Although there is no minimum page requirement, papers less than 2 pages probably lack sufficient analysis. Late papers will incur severe penalties.