MGMT 4300 ( Read CH 1 AND ANSWERS THE QUESTIONS IN LAST CH 1)

You have to read CH 1

Skill1.l: Who are the interested parties in this negotiation and what are their prospective goals? How would you compare the parties’ dependencies and motivations? What are four options you are willing to propose in this negotiation so that all parties’ goals are met?

Skilll.2: Which bargaining behaviors of a skilled negotiator would be most advantageous to you in this negotiation? Skill 1.3: Why is collaboration the only bargaining style applicable to this

negotiation? Skilll.4: What are the collaborative goals in this negotiation? Skilll.5: Have you gone into this negotiation with a cognitive bias? Ifso, explain.

26 Chapter 1 An Introduction to Negotiation

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