Reference no: EM133125155
Task:
• Materials
Class slides and webinars
Recommended reading
Complementary materials on Moodle
• Individual written Assignment (REPORT)
In a written document (report) you will discuss the following questions. In each section you must explain the concepts, apply the concepts to the assignment, and do deep, critical thinking. Each section should be about 300 words. Grades will be given based on the the discussion of key concepts, the application of these concepts to the provided questions, and the depth of your application and analysis of the topics that we have discussed in class.
You must also adhere to the formalities of this project - points will be deducted for any written work that does not adhere to these formalities or is missing a section of the report. Your discussion should be numbered and the answers presented in the following order. You must also include a cover page and a bibliography with at least 5 citations.
1. Value Creation, claiming, and concessions: definitions, how to, advantages.
2. Integrative vs. Distributive Bargaining Techniques: similarities, differences, advantages, disadvantages, and when would be the appropriate time / situation in which to use either technique.
3. Perception, framing, and re-framing: definitions, how to, advantages, uses, examples.
4. Power: definition, importance, gaining power
5. Coalitions: give 1 real-world example of a coalition used in negotiations and analyze its effectiveness.