Discuss at least two (2) methods and provide examples of how an effective negotiator can avoid escalating during a confrontational negotiation.
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Discuss at least two (2) methods and provide examples of how an effective negotiator can avoid escalating during a confrontational negotiation.
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- Why is a negotiator’s BATNA the most important source of power in negotiation? Why should a negotiator constantly cultivate and improve his or her BATNA prior to negotiating?State the resources necessary to support effective negotiation planning and execution ?There are two main approaches to negotiation: collaborative and adversarial. Generally organisations prefer a collaborative approach.Discuss FOUR pre-conditions that are necessary to achieve a successful outcome when a buyer has chosen a collaborative approach to negotiation.
- When negotiators' reservation points overlap, mutual settlement can be profitable for both parties. However, if a negotiator desires to maximize their outcomes in a positive bargaining zone, which of the following best describes the challenges a negotiator has when approaching the negotiation? Group of answer choices To reach a settlement that is most favorable to oneself and does not give up too much of the bargaining zone To have the counterparty leave defeated To gain all of the bargaining surplus To reach a settlement that shares the pie equally with both partiesThe post-settlement settlement strategy: Allows negotiators to explore other options that both parties prefer over their current settlement terms Allows negotiators to start with a clean slate Allows people to negotiate in such a manner that their first offer is, in effect, their last offer and they do not waste valuable time going back and forth Involves the use of a mediator who attempts to recommend viable settlements when parties cannot reach mutual settlement Allows negotiators to reach a deal that is based on trust and a handshakeMany negotiators do not think carefully about what they want before entering negotiations. One type of problematic negotiation behavior known as reactive devaluation refers to _____. Group of answer choices a negotiator who sets the target point too high and refuses to make any concessions a negotiator who overvalues the counterparty's offer a negotiator who does not know what he or she really wants other than not wanting what the other party is offering a negotiator who opens the negotiation by setting their target too low
- Discuss the basic structure of competitive (distributive bargaining situations) and two strategies used in distributive bargaining. distributive bargaining has been described as a conflict situation. Identify and describe two tactics employed by negotiators that can escalate insurance between the negotiating parties.Discuss three characteristics of effective negotiators. Also discuss the role of concessions during the negotiation process.Consider a scene that starts at approximately 1:42:49 in the movie when the ABC news executive negotiates with the purported KGB spy and friend of Premier Krushchev. Which conflict handling style/negotiation strategy do the news executive and spy use in this negotiation?
- Unfortunately, many negotiators hold faulty assumptions that prevent the discovery and creation of integrative, win-win agreements. Which of the following strategies are useful in helping negotiators avoid lose-lose agreements? Group of answer choices Negotiators should assume that their interests are opposed to the other party's interests. Negotiators should develop an accurate understanding of the other part.y's interests Negotiators should have plenty of negotiation experience. Negotiators should make some premature concessions to the other party.Can you please explain the meaning of a win-win negotiation and its characteristics?After reading chapter two of Essentials of Negotiations, you have learned about settlement ranges. Please provide an example of a negative settlement range and how you might try to overcome and still reach a deal.
