Stages of negotiation and negotiation planning process

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I. Determine the stages of negotiation and discuss the three most important steps in the negotiation planning process and why? What steps would you add or delete from the negotiation planning process to make it more effective. Why?

II. What is distributive bargaining? When is distributive bargaining appropriate to use? Why? What might be the effect of distributive bargaining on long term relationships?

III. What is integrative bargaining? What are the key differences between integrative bargaining and distributive bargaining? When might integrative bargaining be counter productive? Explain your answer.

Reference no: EM1376443

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