Contrast the two different theories about Deadlocks

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Reference no: EM134015417

Question 1.

What does it mean to take an 'other-directed' approach when negotiating? List some examples of one sided and other-directed thinking and behaviour. How can we be 'other-directed' without this involving agreeing with the other party?

Question 2.

What are the main challenges that face negotiators right at the start of a negotiation? How might these challenges be met?

Question 3.

What are the main challenges that face negotiators towards the the end of the negotiation when agreements are to be exchanged? How migh these challenges be met?

Question 4.

Compare and contrast the two different theories about Deadlocks, one provided in your textbook and the other provided during Lectures. Which is more realistic and why?

Question 5.

The acronym BATNA refers to Best Alternative to a Negotiated Agreement. How might the team's BATNA change across the Differentiation, Exploration and Exchange phases of the negotiation process.

Question 6.

Two companies, parties to a contractual dispute, are due to attend mediation. However, they have agreed to attend only because their contract contains a disputes clause that requires them to go to mediation before they can initiate legal proceedings against the other (which they both want to do). You are the mediator. What actions might you take to improve the DNA of the mediation?

Reference no: EM134015417

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