MOR 469 – Negotiation and Persuasion
Spring 2024
TEAM PROJECT MOR469 Spring 2024 (see Bb often for details, updates)
 Your Team Project requires you and your team to:
a. Develop a unique and interesting negotiation question and obtain Professor
Carnevale’s approval of it. No two teams will have the same question.
b. Do an investigation that will answer the question.
c. Present your question and answer to the class (in both a video and in-person) at the
end of the semester.
d. Submit a written “Team Report” following instructions below and posted on Bb.
e. Submit a peer evaluation of the contributions of team members (see below).
 You will work in assigned teams of 4 people.
 The full details of this team project are posted on Bb in the “Team Project” section.
 The team project components all have specific due dates, to be found on Bb.
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It’s important to follow the TPG (Team Project Guidelines).
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Submitting each component on time earns points toward your team score!
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TPG1 is developing a question by yourself.
TPG2 is simply reporting you met with your team.
TPG3 is deciding as a team what question to do.
TPG4 is the research that answers your question.
TPG5 is the presentation video.
TPG6 is the Team Presentation to the class.
o TPG7 is the written Team Report. Your team writes and submits a brief
Report (about 5 pages maximum; see Bb for details), due at the end of the
semester after your presentation. The report will contain the question your team
posed, your detailed, research-based answer, a list of the class concepts that you
applied, and citation of your sources of information. Grading of the report will
focus on your ability to use concepts from class to analyze a negotiation and
offer insights that can help readers understand the negotiation question and
answer.
o Doing each of the TPG 1-6 on time gets 25 points each!
Carnevale MOR469 Team Project, Spring 2024, Page 1
TPG1 is developing a question by yourself.
 Come up with an interesting question about a negotiation. See class notes on how this
can be done.
 Go to the link on Bb team project section and enter your question.
 TPG1 is done independently of anyone.
 Use an AI if you want but tell me how you used it.
Carnevale MOR469 Team Project, Spring 2024, Page 2
TPG2: Team Project Guideline Two (The Team Contract)
Meet with your team partners either virtually or in person. The purpose of this meeting is to
make a contract. A contract is a written statement of an agreement that should include team
objectives and practices that the members of your team agree to observe.
The contract should be designed so that you can work more effectively together, and you know
what to expect from one another. Come up with at least five specific points on your contract and
make sure that all agree.
Your regular meeting time and place can count as one of the points, e.g.:
1.
2.
3.
4.
5.
6.
Our first meeting was on…. and we met at… we met in the cloud...
We will meet every… to work @ Place X @ Time X…
If one of us is late, we will…
This is likely how we will do our project…
We will stay in contact with one another by…
For example:
 PJC will do…
 XYZ will do a …
 ZXY will do…
Your Team contract must have the following:
1. Put all team partner names on the Contract.
2. All on the team sign the contract. (This can be a virtual signature)
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One contract per team, likely half a page or less.
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Any one person on the team can post it to Bb.
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Make the title of this doc file, that is posted on Bb: “Team # -- TPG2”
Carnevale MOR469 Team Project, Spring 2024, Page 3
TPG3: Team Project Guideline #3 (Decide on your Team Negotiation Question)
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Final Decision on what the negotiation question will be.
Each person on the team presents an idea to the team.
After all team partners have done this, then there is a discussion.
After discussion, there is the team decision. On one question. It might be one of the
questions that a team partner came up with. Or it might be a new one that emerges in the
team discussion.
 The main thing is that the question is interesting.
 And approved by Prof. Carnevale. Send him an email about it.
 This will be a link for TPG3 on Bb.
Carnevale MOR469 Team Project, Spring 2024, Page 4
TPG4 is the research that answers your question.
Connect your negotiation to the negotiation literature and concepts.
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Who, where, what, how, why, etc.
When did it occur? Make a timeline.
Indicate the parties. Photos, videos?
Identify the parts of the negotiation. Conditions; psychological processes; tactics;
outcomes, etc. Motives? Cognitive biases?
Briefly, why did it go the way it did?
If agreement, what type?
Pareto optimum? Or did they miss out on this?
Any third party involved?
 Write this up, about 150 words (about 1/2 page or less, single spaced) detailed, accurate.
 Make this interesting and informative so the reader can understand what it is all about and
get a sense that you can answer your question.
 This text will form the foundation of the background section of your oral presentation and
final report, and it will help you decide which aspect will be most interesting.
 Bullet points are fine!
 Write this in a doc and submit via blackboard in the Team Project content area.
 Indicate how you did your research, briefly. Any AI?
 Title the file: “Team # -- TPG4”
Carnevale MOR469 Team Project, Spring 2024, Page 5
TPG5 is the presentation video.
See the video resources area.
Please meet with / do some email with / Prof. Carnevale about your team presentation.
18min max.
Carnevale MOR469 Team Project, Spring 2024, Page 6
TPG6 is the Team Presentation to the class.
Note: Team presentations are in class, via video or in person, or mixed, during the last
week of semester!
18min max.
Carnevale MOR469 Team Project, Spring 2024, Page 7
TPG7 is the written Team Report
Your team writes and submits a brief Report (about 5 pages maximum; see Bb for
details), due at the end of the semester after your presentation. The report will contain the
question your team posed, your detailed, research-based answer, a list of the class
concepts that you applied, and citation of your sources of information. Grading of the
report will focus on your ability to use concepts from class to analyze a negotiation and
offer insights that can help readers understand the negotiation question.
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Name your file: “Team # -- TPG7”
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The maximum length for the Report is 500 words (that’s about 2 pages of text).
Required Parts:
1. Title and Team Partner Names. Put your names on it. Put your Team name, also.
2. Have a very brief introduction sentence to the negotiation question that you report on and an
overview of what your report is all about.
3. Description: Have a section for the negotiation(s) or deal(s) or dispute(s) (or several very
small sections if you are dealing with more than one or more than one distinct part) giving
details, with reference to any timelines, figures, graphs, pictures, summary tables. Pictures /
graphs / tables are good and do not count toward the page limit. Summary tables or graphs
are always a good idea for listing the major issues or the major players on each side.
4. Analysis
a. Identify features of your negotiation or deal or dispute or agreement that are
interesting. This can be narrative form, or bullets, however you want to do it. Some
ideas might include (don't feel limited to these or even that you have to use these):
1. Nature of the agreement (what type of integrative agreement if it was
integrative)?
2. What strategies and tactics were used to get the agreement?
3. What was the nature of any third-party behavior or suggestions?
4. Were any subsequent agreements affected by this one?
5. Ethical issues?
6. Could they have done better?
7. Etc.
5. Conclusions: The answer to the question
a. What can be learned from your analysis? What take-home message?
b. Include a list of any relevant references about these agreements. Books, book
chapters, journal articles, magazine articles, newspaper articles, interviews,
documentary films, television broadcasts all count as references. Provide at least 5
relevant sources. Include citations in the text that point to the work cited, e.g.,
footnote, and if it’s a quote a page number from the source.
 Write this in a word file and submit via blackboard in the Team Project folder.
 It will be evaluated for how well your question was answered (100 points)
Carnevale MOR469 Team Project, Spring 2024, Page 8
Team peer evaluation. Peer evaluations and grading: Scores for individual student
contributions to team projects are assigned by me, based on my observations of your team’s
working dynamics, my assessment of your team’s project quality, and thoughtful consideration
of the information provided through peer evaluations. At Marshall, professors are encouraged to
use student peer evaluations to gain insight into team dynamics, including individual team
member contributions. I like to weigh this evaluative feedback in helping to determine what
individual scores to assign; however, I do not take a student-assigned peer evaluation score and
use it, directly, as an assigned score nor primary component of a final grade. An effective peer
evaluation requires students to describe both the specific contributions made by each team
member and the perceived value of those contributions to the submitted assignment.
Contributions might include analysis and organization of information collected by team
members, questions asked, clarification provided, suggestions made, feedback given, an active
presence for the entire length of team meetings, organizing and leading team meetings and class
presentations, encouraging participation from every team member, or any other action or
attitude valuable for successful collaboration. I hope this is a clear explanation of the expected
quality and value of peer evaluations; if not, please let me know. I will have a format for you to
submit your input in the form of a survey at the end of the semester for you to do this (see
Appendix below).
Carnevale MOR469 Team Project, Spring 2024, Page 9
Class AI Policy
In this course, I encourage you to use artificial intelligence (AI)-powered programs to help you
with assignments. Indeed, I expect you to use AI (e.g., ChatGPT, perplexity.ai). Indeed, some of
the negotiation exercises have AI built in as a tool for case preparation and experimenting.
Learning to use AI is an emerging skill, and its application to negotiation is an exciting
development. But proceed with caution when using AI tools and do not assume the information
provided is accurate or trustworthy. If it gives you a number or fact, assume it is incorrect
unless you either know the correct answer or can verify its accuracy with another source. You
will be responsible for any errors or omissions provided by the tool. To adhere to our university
values, you must cite any AI-generated material (e.g., text) included or referenced in your work
and provide the prompts used to generate the content. AI is a tool, but one that you need to
acknowledge using. Please include text at the end of any assignment that uses AI explaining
how (and why) you used AI and indicate/specify the prompts you used to obtain the results and
what prompts you used to get the results. Put any AI generated material in quotes and give it
proper credit. Failure to do so is a violation of academic integrity policies. When using an AI
tool to generate content, give it proper attribution; otherwise it is a form of plagiarism.
Professor’s Note: This policy is of course ironic because generative AI technology is the
ultimate plagiarizer; that is, it collects work online that was produced by others, usually human
others. It uses it and usually automatically does not give credit. But for us, we give credit to
others, regardless of the other being human or AI. When you use AI, give it credit, and put any
material used in quotes. To me, this is fine. The interesting part is what you did to get it, what
prompts you used, what questions you asked. And how you verified what it gave you and how
you edited it. When you give me something that you produced, I want you to spell all this out.
Carnevale MOR469 Team Project, Spring 2024, Page 10