BMGT4163 Negotiation and conflict resolution
1. In the world of business negotiation, the manner and approach taken by the negotiator at the negotiation table plays a big role in achieving the desired negotiation outcome. The outcome is a matter of win-lose, win-win, or an impasse. The style of negotiating really depends on the characters and attributes of the individuals negotiating. Describe in details the Attributes of Bargaining Style
2. Theodore Khell said, “Negotiations are about changing the status quo. Unless both parties can receive something more than what the status quo provides, there is nothing for them to negotiate.” Preparing for a negotiation exercise is key to determine the outcome. Elaborate the steps involved in a negotiation process. Use a diagram to illustrate the process.
3. Interest Based Bargaining (IBB) is a collaborative approach to resolving labor and management disputes. Through the process, parties proactively identify durable solutions to outcomes at the bargaining table. Agreements are based on mutual and individual interests rather than positions. This approach emphasizes problem solving and enables mutual gain outcomes. What are the principles of IBB? Discuss the advantages and disadvantages of IBB.
4 Successful negotiators create leverage through persuasive. Explain the following:
Tactics that makes an argument persuasive
Tools of persuasive communication
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