Negotiation Pricing & Conflict Resolution

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The Human Element in Negotiation

Case Assignment

BUYING AND SELLING

Fundamentally, your key reading assignment suggests that being prepared to interact empathically and congenially and to apply the concept of mutuality with those at the negotiating table are important attributes in the negotiation process.  Based on your readings, answer the following question:

To what extent do you agree with this notion and why?  Give some examples and/or theoretical support from your readings.  

You might want to integrate some of the RESPECT model described in the text into your discussion.

Assignment Expectations

  1. Answer questions with clarity.
  2. Show depth and breadth to enhance the quality of your paper.
  3. Search in our library to find some papers/articles to support your argument and show them in the reference list.

Submit your answers to the questions by the module due date. To do a concise, but thorough job in answering the questions, your assignment will probably need to be 3 to 4 pages in length.

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