Gaining Leverage in Negotiations

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Question 1

A.  Discuss the differences between integrative and distributive bargaining and the conditions in which either or both are used in the negotiation process.
B.  Describe Thompson’s Pyramid Model and its relationship to parties in bargaining situations, and why it is useful to the integrative bargaining process.
C.  Discuss the advantages and disadvantages of the Categorization and Interest-Based Bargaining (IBB) Methods and which method you would be more likely to use in a negotiating situation and why.
D. Discuss the purpose that Full, Open-Throttle Negotiations (FOTN) serves in bargaining; why recognition of establishing value for the long-term relationship is a positive approach to beginning the negotiations process; and asking circular questions and packaging issues are helpful in the negotiations.
E. Explain why Mary Parker Follet’s example of two sisters cutting an orange in half is a classic model of poor integrative negotiations.

Question # 2
A.  Define the terms power and leverage and what is the most essential source of bargaining strategy in any negotiation process.
B. Define French and Raven’s Five Sources of Power (1956) and provide an example of how each is effectively used in a negotiating situation.
C.  Discuss why it is useful to convince others of the strength of your BATNA and how shakers and auditors can negotiate effectively.
D.  Explain how the lack of ethos can derail negotiations; why humor is considered a value in persuasive negotiations; and facial expressions considered relevant to effective negotiations

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