Why is power important to negotiators?

Business Negotiations

1.Compare and contrast the distributive bargaining and integrative negotiation situation. Identify the strengths and weaknesses of each method, and how they affect the negotiation process. (Be specific ).

2.Identify and explain the kinds of tactics in negotiation that might be considered as ethically questionable. Why do negotiators use these tactics? What are the motives and consequences of using such tactics? (Be as detailed as possible).

3.Discuss the role of mood and emotion in the negotiation process and examine the effects of positive and negative emotions in negotiation. (Be specific). Explain the role played by perceptions, cognitions, and emotions in negotiation.

4.Analyze the influence of culture on negotiation from the research perspectives. What are the effects of culture on negotiation outcomes, on the process and information flow, and the effects of culture on negotiator ethics and tactics? (Be specific).

5.Evaluate why power is important to negotiators, and how to best deal with negotiators who have more power. (Be detailed).

Write between 1,250-1,500 words (approximately 3 – 5 pages) using Microsoft Word in APA style, see example below.

  • Use font size 12 and 1” margins.
  • Include cover page and reference page.
  • At least 80% of your paper must be original content/writing.
  • No more than 20% of your content/information may come from references.
  • Use at least three references from outside the course material, one reference must be from EBSCOhost. Text book, lectures, and other materials in the course may be used, but are not counted toward the three reference requirement.
  • Cite all reference material (data, dates, graphs, quotes, paraphrased words, values, etc.) in the paper and list on a reference page in APA style.
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