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Interests in negotiation and distributive negotiation

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Reference no: EM133125259

Question 1: Interests in negotiation

What are the four types of interests and what is the benefit of different interests to the surface?

Identify, define, describe, explain, illustrate, discuss and justify.

Question 2: Integrative negotiation

What must an experienced negotiator manage to achieve successful integrative outcomes and why might it be beneficial for parties in an integrative negotiation to know and share BATNAs?

Identify, define, describe, explain, illustrate, discuss and justify.

Question 3: Distributive negotiation

What are the strategies and tactics a negotiator would employ in a distributive bargaining situation and what is the importance of reciprocating (or not reciprocating) concessions?

Identify, define, describe, explain, illustrate, discuss and justify

Question 4: Negotiation Strategy and Planning

What are the advantages and disadvantages of limiting a negotiator's authority and what is the danger of making assumptions to predict the other party's negotiating behaviour?

Identify, define, describe, explain, illustrate, discuss and justify.

Question 5: Perception, Cognition, and Emotion

What are the concepts of perception and stereotyping and how these concepts do impact a negotiation?

Identify, define, describe, explain, illustrate, discuss and justify.

Reference no: EM133125259

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