Short Answer Question 1 This question is worth 4 marks. Word limit: 200 words. Negotiation scholars make a distinction between distributive and integrative situations. What are the fundamental characteristics that differentiate between between these two types of situations?To what extent does this contrast represent a meaningful distinction in practice?And what do you see as the main implications of your analysis for strategy and tactics in negotiating a more complex mixed motive situation? Draw on prominent examples reported in media and class exercises to support your argument. Short Answer Question 2 This question is worth 4 marks. Word limit: 200 words The ‘dual concerns model’ identifies different styles that individuals adopt when dealing with conflict situations and negotiating. What are the key underlying factors that differentiate between each of these styles? Drawing on your own experience – in your professional or personal life, or in the negotiation exercises you undertook in this subject – under what conditions would you expect each of these different styles to be more effective. Please use theory and evidence to justify your answer. Short Answer Question 3 This question is worth 4 marks. Word limit: 200 words “The truly gifted negotiator, then, is one whose initial position is exaggerated enough to allow for a series of concessions that will yield a desirable final offer from the opponent, yet is not so outlandish as to be seen as illegitimate from the start.” ― Robert Cialdini, Influence. The Psychology of Persuasion (1984). Cialdini suggests some ethically questionable tactics play a legitimate and functional role in negotiation. In 200 words or less, what might be the key arguments that (a) support or (b) refute his position. On balance, what (if any) role do you se e lying and deception playing in negotiation. Justify your response. Short Answer Question 4 This question is worth 4 marks. Word limit: 200 words Using illustrative examples drawn from media, your own professional and life experiences or class exercises, identify at least four examples of how emotions and perceptions can adversely influence how we “read” a conflict situation, and shape our behaviour and decision-making at the negotiating table. For each example, consider at least one tactic that negotiation experts suggest can be be employed to minimize or prevent that adverse effect from occurring. Short Answer Question 5 This question is worth 4 marks. Word limit: 200 words This semester, you participated in a number of negotiation role-play activities via Zoom. What communication problems did you have during these negotiations that you would also encounter if these role-play activities were done face-to-face, and how would you overcome them? In providing your explanation you are asked to draw on key concepts we have covered in this subject.
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