Chapter Case: To Agree or Not to Agree – That is the Question. Assume the role of one of the five parties in the case as you form your answers. a. What reasons do you have for remaining with the negotiations at this point? b. Describe three tactics you can use after agreement is reached and your bargaining partner asks for one more thing. c. Detail the parts, i.e., elements of an agreement template and explain why it helped you in this negotiation. d. Identify an ideological issue in this negotiation and explain why it is more difficult than financial negotiations to resolve. Use 1-2 references. 1 page in length.
Carrell, M.R. & Heavrin, C. (2008). Negotiating essentials: Theory, skills, and practices. Upper Saddle, NJ: Pearson Prentice Hall. ISBN-10: 978-0-13-186866-3.
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