Posted: September 12th, 2015

All written work must be in APA Before doing the work for this week 3, please, read carefully the following chapters. Chapter 4: Negotiating: Strategy and Planning Chapter 5: Perception, Cognition and Emotion.

All written work must be in APA

Before doing the work for this week 3, please, read carefully the following chapters.

Chapter 4: Negotiating: Strategy and Planning

Chapter 5: Perception, Cognition and Emotion.

Questions:

1. What is the difference between Direct effects and Indirect effects of Goals on choice of strategy? Explanation by using examples is mandatory.

2. What is framing and how frames work in negotiation. Describe an example.

3. Exercise 1. See attached file.

Exercise 1 Instructions: According to the content of this exercise 1, apply the planning process for that negotiation by following all the points quoted on page 97 (Getting ready to implement the strategy. The planning Process). Please, assume any information or data omitted in the content at your best convenience to cover all the components of the planning process.

Do not forget to answer the following questions: What is the frame for this negotiation? What are some misperceptions and cognitive biases in this negotiation?

4. Exercise 2. See attached file.