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International Business

Negotiation
APPROACHING THE WRITING TASK

Writing what readers are looking for


Completes the task, answers the question:

Addresses the question as it has been set and there is a clear


attempt in the conclusions to provide an answer.

Structuring an argument to the question:

Strong introduction provides an indication of the importance


of the topic; defines key terms which are explored in the body
of the essay; and explains the boundaries placed around the
answer.
Body of argument structured clearly using explicit section
headings: probably best derived from the question.
The conclusions evaluate the arguments and provide an
answer to the question.

Writing what readers are looking for


Negotiation is not a process reserved only for the

skilled diplomat, top salesperson, or ardent advocate


for an organized lobby; it is something that everyone
does, almost daily (Lewicki et al 2011: 2). Critically
evaluate this statement, does it mean that
negotiation skills are basically the same wherever
they are practised?

Writing what readers are looking for


Showing understanding of the debates and relevant

literature:
Founded on an appropriate range of reading.
References are presented correctly, using the Harvard
System.
Taking an analytical rather than a descriptive

approach overall:
Willingness to engage critically with current developments.
Ability to marshal and evaluate evidence and to use it in
support of independently expressed arguments.

Writing what readers are looking for


Presenting arguments clearly, comprehensibly, and

economically:

Writing style is clear, direct, and fluent.

Aim for simple and short sentences


But avoid unelaborated bullet points, which disrupt fluency
and militate against substantiation

Sections are structured logically and within them


paragraphs are used effectively.
Component sections are balanced and the answer overall is
presented within word limits (see below).

About word length


Most pieces of academic work have a word limit

why?

Testing your ability to know what is relevant and what not.


Testing your understanding of the question as opposed to your
ability to identify the topic;
Testing your ability to structure an argument rather than be
repetitive and rambling

Writing concisely, clearly, and to length is a highly

transferable skill.

Referencing
The objective is to allow the reader to be able to

find your source if they want to.

Why should we want to? To check the data you have relied
upon or the authors interpretation of it.

This requires referencing to be full, and

consistently presented.

Use the Harvard system (unless asked to use another style)

Authors family name; year of publication; page numbers if


quoting or relying on specific data or ideas)
Reference in brackets in text and provide full list of references in
alphabetical order at end
dont mix styles e.g. add numbers to references

Referencing
Ensure that you list all that you have read.
Ensure that you do not list things you have not read
If the source is central to your argument, make sure you

read it for yourself.

You will find it more rewarding to do so in the end.


Sources are usually richer than they seem from summary
discussions.
If you need to rely on someone elses interpretation of

research, you must ensure that this is clear.

Smiths classic study (discussed in Newell & Shackleton, 2000:

42) argues that

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