Slide 1

Approaching the writing taskInternational Business NegotiationWriting what readers are looking forCompletes 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 forNegotiation 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 forShowing 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 forPresenting arguments clearly, comprehensibly, and economically: Writing style is clear, direct, and fluent.Aim for simple and short sentencesBut 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 lengthMost 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.ReferencingThe 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 referencesReferencingEnsure that you list all that you have read.Ensure that you do not list things you have not readIf 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