Describe urys stages-strategy, Business Law and Ethics

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Question 1:

i) What are the main characteristics of good faith bargaining?

ii) What are the main criteria used in the US labour relations system to test good faith bargaining?

iii) To what extent does the IRA provide for good faith bargaining?

Question 2:

i) Describe briefly the following negotiation concepts:

(a) BATNA.
(b) Reservation Price.
(c) ZOPA (6 marks)

ii) Explain the following terms:
(a) Distributive negotiation.
(b) Integrative Negotiation.

iii) Describe Ury's stages-strategy for managing difficult negotiators.

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