What is the ethical danger of using agents in negotiation

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Reference no: EM132064428

Answer the following questions in not less than 150 words each. Make sure the document is APA formatted. Minimum two (2) sources - at least one (1) from a peer reviewed journal.

1. What is the ethical danger of using agents in negotiation?

2. What were the results of the study between district attorneys and public defenders on the use of deceptive negotiation tactics?

3. How does Carr argue that strategy in business is analogous to strategy in a game of poker?

4. What are the advantages and disadvantages of limiting a negotiator's authority?

5. Define bargaining mix. What are the advantages and disadvantages of large bargaining mixes?

6. Define the following,

(a) Re-framing explanations

(b) Information is weakness effect

7. Today car-buying customers can enter negotiation armed with accurate facts and figures about a car. Describe how car buyers felt before the age of the Internet.

8. What is framing? How are frames critical in negotiations? How does an outcome frame function in an environmental dispute?

9. Do compliance strategies result in long-term or short-term persuasion? Why?

10. What are the five linguistic dimensions of making threats? Using the five linguistic dimensions, how can the threats be made more credible and compelling?

Reference no: EM132064428

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