Discuss the following statements.

  • Define the Four Stages of the Negotiation Process and discuss what changes have taken place in the negotiation tactics since the 1950s.
  • Explain why the Best Alternative to a Negotiated Agreement (BATNA) is important in preparing the negotiation.
  • Discuss the difference between tangible and intangible priorities and why ground rules are important when both parties are amenable to negotiate.

Discuss whether the Good Guy / Bad Guy Routine is useful in negotiations; whether impasses are fatal to negotiations; and if arbitration is a sign that negotiations have failed.

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