Dear Students, Hi
the grades for the Pemberton´s Dilemma have been uploaded to Moodle.
Overall, you have done a great job. Congratulations!
Keep on doing your best,
P&N Team
P.S: For further details on the grading process and grades, see the information bellow :
Understanding Your Grade: Feedback and Insights on the Individual Assignment 1. Pemberton’s Dilemma
Objective
This note provides information on the grading process, highlights key insights from student submissions, and offers guidance for future improvements. The aim is to encourage self-assessment, promote learning from different negotiation strategies, and support the continuous development of your negotiation skills.
1. Grading Criteria
Each submission was evaluated based on five core areas, with specific weightings ensuring a fair and comprehensive assessment.
Category | Weight (%) | Points | Definition |
Substantive Content (Accuracy, Relevance) | 25% | 5 | Depth, accuracy, and relevance of the analysis. Integration of multiple theories and critical comparison of models. |
Quality Analysis and Synthesis | 30% | 6 | Demonstration of critical thinking, self-reflection, and strategic adaptability in negotiation. Stronger essays moved beyond descriptions to analyze and justify approaches. |
Reflective Writing (Lessons Learned) | 30% | 6 | Personal reflections on the negotiation process, adaptability, and key takeaways. Real-world application beyond theoretical discussions. |
Use of Theoretical References | 10% | 2 | Application of relevant negotiation theories with proper citations. Stronger essays demonstrated depth beyond game theory. |
Clarity and Organization of Writing | 5% | 1 | Clear, concise, and well-structured writing with logical flow. Adherence to academic writing standards. |
Common Reasons for Lower Scores
- Superficial engagement with negotiation theory: High-scoring essays integrated multiple perspectives and evaluated trade-offs.
- Lack of ethical considerations: Trust-building and fairness were essential; their absence resulted in deductions.
- Missing real-world applications: Theoretical discussions without connections to personal, academic, or business settings were penalized.
2. Key Takeaways and Learning Insights
2.1. Negotiation Strategies Applied
Students demonstrated a variety of approaches in their negotiation processes. Below are key patterns observed:
Strategy | Usage Trends |
Nash Equilibrium | Frequently used to justify final-round defections. More common in tactical, competitive approaches. |
Tit-for-Tat | Effective in trust-building strategies. Many students used it to demonstrate the importance of cooperation and reciprocity. |
BATNA (Best Alternative to a Negotiated Agreement) | Applied consistently, highlighting adaptability in uncertain negotiations. |
Loss Aversion | Often linked to defensive strategies and reluctance to take risks in later rounds. |
Persuasion Principles (Cialdini’s Framework) | More common in essays focused on competitive framing, deception, and influence tactics. |
2.2. Common Strengths in Essays
✔ Strategic adaptability: Many students adjusted their negotiation approach mid-game based on learned trust cues.
✔ Multi-theoretical integration: Some essays successfully combined game theory with behavioral insights, providing richer analyses.
✔ Strong application of fairness and ethics: Essays that engaged deeply with trust-building and long-term cooperation stood out.
2.3. Areas for Improvement
🔹 Over-reliance on game theory: Some essays focused solely on rational defection without considering trust-building mechanisms.
🔹 Lack of real-world examples: While some students applied negotiation concepts to business and diplomacy, others remained theoretical without demonstrating relevance.
🔹 Missed structured trust enforcement solutions: Many essays discussed trust but failed to explore mechanisms like contracts, third-party guarantees, or long-term commitments.
3. Learning for Future Growth
Rather than focusing on past performance, this assignment presents an opportunity for students to refine their decision-making, ethical considerations, and strategic adaptability in future negotiations. By critically assessing different approaches, students can develop a more nuanced understanding of negotiation dynamics and prepare for complex real-world situations.
📌 If your approach was competitive, consider how trust-building strategies could have yielded long-term benefits.
📌 If you focused on fairness, analyze whether a more tactical approach could have improved your negotiation outcomes.
📌 Consider how ethical dilemmas shaped your decision-making and what structured mechanisms could reinforce sustainable cooperation.
4. Final Recommendations for Future Development
4.1. For Future Assignments and Exams
➡ Balance strategic adaptability with ethical decision-making. Successful negotiators weigh short-term gains against long-term reputational risks.
➡ Apply negotiation theories beyond game theory. Consider behavioral insights, framing techniques, and cultural negotiation differences.
➡ Strengthen real-world applications. Whether from personal experiences, business cases, or international relations, connecting theory to practice enhances critical thinking.
➡ Engage in structured trust-reinforcement discussions. Beyond signaling cooperation, explore contract-based mechanisms or institutional solutions that ensure mutual gains.
4.2. For Future Simulations and Group Discussions
✅ Debrief with peer analysis. Encourage discussions where teamates from different negotiation styles exchange insights.
✅ Use role reversals in negotiation exercises. This helps you to experience both cooperative and competitive dynamics firsthand.
✅ Study case studies on ethical dilemmas in business negotiations. Understanding when and how to balance persuasion, deception, and integrity is crucial.
Key Reflections and Next Steps
The Pemberton’s Dilemma assignment provided valuable insights into negotiation complexities. While students employed different strategies, the ultimate goal remains the same: to develop well-rounded negotiators who can balance strategy, ethics, adaptability, and persuasion. By learning from diverse approaches, you can refine your negotiation skills for future professional and academic challenges.
For any further clarification or feedback discussions, feel free to reach out!