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The Negotiation Process: Four Stages
Discuss the following statements.
- Define the Four Stages of the Negotiation Process and discuss what changes have taken place in the negotiation tactics since the 1950s.
- Explain why the Best Alternative to a Negotiated Agreement (BATNA) is important in preparing the negotiation.
- Discuss the difference between tangible and intangible priorities and why ground rules are important when both parties are amenable to negotiate.
Discuss whether the Good Guy / Bad Guy Routine is useful in
negotiations; whether impasses are fatal to negotiations; and if
arbitration is a sign that negotiations have failed.
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