What are the basic styles of negotiation, Marketing Management

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Question 1:

(a) What are the basic styles of negotiation?

(b) Explain the implication of Prisoner's Dilemma game?

(d) Describe the negotiator's dilemma in terms of dependence on other negotiation actions?

Question 2:

(a) Why is it in the ‘debate phase' of negotiation that a large portion of time is spent in face to face contact?

(b) Which debate behaviors are likely to be effective & which are likely to hinder settlement or deadlock in negotiation?

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