negotiation 2

Your response should be at least 200 words in length per question. You are required to use at least your textbook as source material for your response. All sources used, including the textbook, must be referenced; paraphrased and quoted material must have accompanying citations.


Course Textbook 


DeMarr, B. J., & de Janasz, S. C. (2013). Negotiation and dispute resolution (1st ed.). Upper Saddle River, NJ: 

Prentice Hall. 



1. Explain the role that opening offers, target, and resistance points play in claiming value in an organization. Use specific examples in your response.


2. iscuss the various approaches to creating value in the integrative negotiation process. How does this differ from creating value in a distributive negotiation? Use examples to solidify your response.


3. Consider the components of leverage or power in a negotiation. Compare and contrast at least four different power tactics which can be utilized in a negotiation, and give an example of each.


4. Consider the various hardball tactics which can be used in a negotiation. Give an example of a situation where hardball tactics might be useful. Which hardball tactics might you use? Which hardball tactics would you never use? Provide a thorough rationale for each.

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