In negotiation, conflict occurs when there is no overlap between the parties' resistance points. True False
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- In the series finale of the HBO series Game of Thrones, Tyrion Lannister reports the outcome of a negotiation to an imprisoned Jon Snow, stating "[n]o one is very happy which means it’s a good compromise, I suppose." What is a win-win negotiation? What are the characteristics that make for a win-win negotiation? Does Tyrion's statement describe a win-win negotiation or something else? Do you think it is realistic for two sides of a bargaining table to walk away truly happy?What you understand by each of the following expressions in a negotiation situation: Positive-sum outcome (or "win-win") Zero-sum outcome (or "win-lose") Negative-sum outcome (or 'lose-lose") BATNA WATNAThe outcome of a negotiation could turn out to be: i) A Win-Win situation ii) A Win-Lose situation iii) A Lose-Lose situation iv) Beyond intractability situation Explain with at least an illustrative example what each of these outcomes imply.
- Discuss the term “value” from a quantifiable and abstract perspective. How might these premises affect a negotiation situation? Provide examples that will support your conclusions.Why is a negotiator’s BATNA the most important source of power in negotiation? Why should a negotiator constantly cultivate and improve his or her BATNA prior to negotiating?In some negotiation situations, one or both parties may require the counterparty to sign a nondisclosure agreement in advance of any projects they might do together. In this situation, both parties are taking a contractual risk, which means: one party might not honor the terms of this nondisclosure agreement one party might accept the first set of agreeable terms and sign the contract immediately the counterparty might have different private valuations for the value of the assets in the negotiation one party might use risky strategies at the bargaining table
- In negotiations, what is a potential advantage of setting a high initial offer point? A It shows the other party your bargaining zone is very small. It reflects your power in the negotiating process. It assures that you will get everything you want. It can move the outcome closer to your target point.Explain the three (3) types of fairness principles in distributive negotiations. Support each of your answer with an example.Describe the difference between distributive bargaining and integrative negotiation. Which is the best style for a successful negotiation and why? Include a real-life example in your response. Your example could be one that you observed or experienced during your life or an original idea.
- Why would a negotiator bring in an issue into the negotiation that is not necessary for the business at hand? a) It can be used to logroll with another issue b) It can add value to a negotiation c) It can build goodwill into the relationship d) All of the aboveState the resources necessary to support effective negotiation planning and execution ?There are two main approaches to negotiation: collaborative and adversarial. Generally organisations prefer a collaborative approach.Discuss FOUR pre-conditions that are necessary to achieve a successful outcome when a buyer has chosen a collaborative approach to negotiation.