Describe major steps in the integrative negotiation process

Assignment Help Business Management
Reference no: EM131223975

Question 1
In your own words, provide a definition of negotiation

Question 2
When an individual is arguing over the price of a car at a used car lot, what type of negotiation situation is occurring?

Question 3
Identify and describe two types of interdependence, and how they affect outcomes.

Question 4
In a short essay, explain Kelley's two dilemmas in Mutual Adjustment. What are they, and the role they play in negotiation?

Question 5
The purpose of this type of negotiation situation is to create value, that is, to find a way for all parties to meet their objectives, either by identifying more resources or finding unique ways to share and coordinate the use of existing resources. Identify the type of negotiation:

Question 6
Explain the two-dimensional framework for managing conflict in negotiation.

Question 7
Tom decided to sell his old house, and purchase a new house that is closer to his work. He put his old house on the market, and after eight months he received an offer from Jennifer. After a short negotiating process, Tom agreed on the selling price. However, because he has not purchased a new home yet, he decided to postpone the closing sale for another five months. Jennifer was not happy with Tom's decision because of the inconvenience of having to wait that long, and the challenges of getting a bank to guarantee an interest rate for a loan that is so far in advance. To easer Jennifer's concerns, Tom adjusted the price so Jennifer would agree with the postponement. She agreed on the adjusted price but she would have preferred to close the deal sooner rather than later. Two months later, Tom found a home that met his requirements. The seller of the house, Lisa, set the asking price at $250,000, which was $20,000 above what Tom hoped to pay but $10,000 below the most he would be willing to pay. Tom realized that the more he paid for the house, the less he would have to make some other purchases, such as furniture or bedroom setting.

Using the example above, identify the following:
1. What is the target point?
2. What is resistance point?
3. What is a reservation price?
4. What is the asking price?
5. How does Tom decide on the initial offer

QUESTION 8
There are at least two reasons that an exaggerated opening offer is advantageous. Identify and explain the two reasons.

Question 9
Without concessions (compromises), negotiations would not exist.

Question 10
Identify three typical hardball tactics, and describe each one of them.

Question 11
Identify and describe the four major steps in the integrative negotiation process.

Question 12
The goal of creating value is to push the potential negotiation solutions toward a point where "there is no agreement that would make any party better off without decreasing the outcomes to any other party." Which of the following BEST describes the definition:

Question 13
This type of interest occurs in the negotiation situation when negotiators are concerned with the value of the ongoing relationship between the parties and the future of that relationship.

Question 14
This technique is used to generate alternative solutions by requiring the parties to find more than one issue in conflict and to have different priorities for those issues. The technique is done by trial and error, and the parties must first establish which issues are at stake and then decide their individual priorities on these issues.

Question 15
Identify and describe the four ways that goals affect negotiation.

Question 16
This type of strategy may be appropriate when the negotiator considers the relationship outcome more important than the substantive outcome.

Question 17
Being proactive about target setting is likely to make negotiators feel threatened and defensive and lessen their flexibility and creativity.

Question 19

At what point in time is it all right to use ethically questionable tactics in negotiation?

QUESTION 20

A negotiator who employs an unethical tactic will experience a positive consequence.

Reference no: EM131223975

Questions Cloud

How technology impacts materials handling and packaging : Draw comparisons between two of your chosen products and identify what aspects of their packaging would assist or hinder the materials handling function for the logistics provider. If these were products you were manufacturing, what packaging chan..
What is its return on stockholders equity : What is its return on stockholders' equity? (Do not round intermediate calculations. Input your answer as a percent rounded to 2 decimal places.)
Calculate the firm debt-to-equity ratio : What are the company's net income and net sales? Calculate the firm's debt-to-equity ratio.
Identify the maker and brand of your product : How would you package this product differently? Again, be as specific and descriptive as possible so the reader can visualize the changes you would make.
Describe major steps in the integrative negotiation process : Identify three typical hardball tactics, and describe each one of them. Identify and describe the four major steps in the integrative negotiation process. Identify and describe the four ways that goals affect negotiation.
What is the rate of return on her investment : If the share price falls to $30 per share by the end of the year, what is the remaining margin in her account? If the maintenance margin requirement is 30%, will she receive a margin call? What is the rate of return on her investment?
What is the principal export of this country : A map of the country showing: a. national capital b. largest city (if not the capital), c. bordering countries.
What is the future value : What is the future value of $1,200 per month for 20 years at 8 percent interest, compounded monthly?
A trader at a large trading firm : Suppose that you are a trader at a large trading firm. - What alternatives do you have to complete this client order by the end of the trading day?

Reviews

Write a Review

 

Business Management Questions & Answers

  Public message to communicate a negative current

public message to communicate a negative current eventconsider a current event that has created a negative situation

  How does the internet affect buying behaviorhow has the

how does the internet affect buying behavior?how has the internet affected your own buying behaviors? given the effects

  Zacks investment research article

We've all experienced (or heard about) the challenges that the airlines have been facing. Read the Zacks Investment Research article, Airline Industry Stock Outlook - August 2012

  Supporting information - focusing on leadership

Supporting Information - Focusing on Leadership and do you believe there is a greater focus on leadership today

  State as its members dealt with scheduling

Refer to Mattel. During the first two weeks of its existence, the Mattel team was in the __ state as its members dealt with scheduling and similar concerns? Reforming, forming, performing, forming or conforming?

  How will the members of the team work together

What is the goal of the session? How will the nominal group technique be used to achieve this goal? How will the members of the team work together (guidelines for effective participation)

  What is the subsequent new theory called

What is the subsequent new theory called: 'under which firms could be held liable if their stock prices fell meaningfully when the firms' projections of future earnings had been favourable

  Explain project management overview

Explain Project Management Overview and Identify the types of professional environments where you would expect to find project management techniques being used

  Metaphorical terms used to describe products

What are the four metaphorical terms used to describe products/services in Boston Matrix model according to market share and market maturity?

  Effects of risk mitigation strategies

Discuss the effects of risk mitigation strategies and a strategic decision making framework on quality of strategic decisions?

  Discuss the role of warehousing in a logistics system

Differentiate between the different warehouse types and explain the aspects of each one of the warehouse types. Identify why a company or industry would benefit from using one warehouse type in contrast to another warehouse type.

  Economic issues that may arise during global expansion

Describe at least 2 political and 2 economic issues that may arise during global expansion, and propose methods of addressing them. (Choose issues that are distinct from those that are purely domestic)

Free Assignment Quote

Assured A++ Grade

Get guaranteed satisfaction & time on delivery in every assignment order you paid with us! We ensure premium quality solution document along with free turntin report!

All rights reserved! Copyrights ©2019-2020 ExpertsMind IT Educational Pvt Ltd