Organisationals - Negotiation and Conflict Management

Analyse a real-life negotiation that took place in the entrepreneurial setting by using public information and
what you have learned in class. The purpose of this assessment is to apply the framework and insights you
have gained through the module and demonstrate that you can competently read, interpret, and analyse
negotiations in entrepreneurial settings.
You can choose any negotiation case that has entrepreneurial significance. Examples include, cases related to
the funding of a new venture, the recruitment of new team members, the formation of the founding team, the
sale of a start-up, conflicts that occurred within the venture, among others.
It is advisable that you choose a case in which there is enough material from public sources to allow for an indepth examination of negotiation dynamics. You are expected to cite the material that informs your analysis,
but you should not limit your essay to a summary of the case or what was reported in public sources.
In your essay, I expect you to:
Identify the parties involved and their interests, positions, and relationships
Identify and summarise the unfolding of events and the key decisions
Discuss the cognitive (biases, emotions), interpersonal, and contextual factors that shaped the negotiation
process and outcome
Reflect on what went wrong/right, why, and how the situation could have been handled differently (what the
parties could have done better and why)
To inform your analysis, I recommend you look for diverse data like news articles, interviews, and press
releases. Major news outlets and entrepreneurial magazines are usually a good place to start.