Discuss the strategies for responding to hardball tactics used in negotiation.

 

Week 5: Exercise-Closing Entries

 

Complete Exercise 4-14 located on page:  207

Utilize the attached Excel Worksheet to complete this problem.  Submit the completed worksheet in the Assignment Link. Please refer to the Grading Rubric for details on how this assignment will be graded.

.       Identify the elements necessary to characterize an integrative negotiation.

  • ·        Discuss the strategies for responding to hardball tactics used in negotiation.
  • ·        Explain the primary reason negotiators fail to pursue integrative agreements.