Reference no: EM133257372

SECTION 1:

Part 1. A

Briefly explain where selective presentation is used. Provide an example .

Part 1. B

How can someone manipulate the actual costs of delay or termination? Briefly name the ways and provide an example for one method.

Part 1. C

After test driving a used car, you show some interest in the vehicle. You start to negotiate the price, and then the car dealer starts to fill out a form in front of you. After awhile amid the negotiation, the car dealer asks you to put down your final price on another blank sheet and put your initials next to it. Mind you; this is not a contract; hence, it has no legal obligation for you. Then they claim that they have to show this to their manager to get their approval. They are trying to close the deal or at least convince you that you are closing. Identify what type of "closing the deal" activity this is. What else you expect them to do in the next step if you refrain from signing a contract?

Part 1. D

Identify the Hardball tactics for distributive strategy. Provide examples for four of the tactics.

SECTION 2:

Part 2. A

Briefly explain why integrative negotiation may entail a free flow of information. Provide an example.

Part 2. B

What are different types of interest? give an example for each.

Part 2. C

What are advantageous or disadvantageous of brainstorming vs. survey? What is the proper context for each?

Part 2. D

Explain different ways that Neale and Bazerman suggest to logroll. Provide an example for each way.

Part 2. E

What are the factors that facilitate successful integrative negotiation? Mention all factors, then elaborate two factors, and provide examples.