Posted: November 13th, 2015

Leverage bargaining and negotiation

Leverage bargaining and negotiation

PART ONE

Discuss TWO of the following statements BELOW
Discuss the differences between integrative and distributive bargaining and the

conditions in which either or both are used in the negotiation process.
Describe Thompson’s Pyramid Model and its relationship to parties in bargaining

situations, and why it is useful to the integrative bargaining process.
Discuss the advantages and disadvantages of the Categorization and Interest-Based

Bargaining (IBB) Methods and which method you would be more likely to use in a

negotiating situation and why.
Discuss the purpose that Full, Open-Throttle Negotiations (FOTN) serves in

bargaining; why recognition of establishing value for the long-term relationship is

a positive approach to beginning the negotiations process; and asking circular

questions and packaging issues are helpful in the negotiations.
Explain why Mary Parker Follet’s example of two sisters cutting an orange in half

is a classic model of poor integrative negotiations

PART II

Discuss TWO of the following statements BELOW

Define the terms power and leverage and what is the most essential source of

bargaining strategy in any negotiation process.
Define French and Raven’s Five Sources of Power (1956) and provide an example of

how each is effectively used in a negotiating situation.
Discuss why it is useful to convince others of the strength of your BATNA and how

shakers and auditors can negotiate effectively.
Explain how the lack of ethos can derail negotiations; why humor is considered a

value in persuasive negotiations; and facial expressions considered relevant to

effective negotiations

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