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Two-part Case on Negotiations

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1. When have you used (or would use) shadow negotiation, and why do you think it is an important part of the negotiation process?
2. One of the rules of negotiation is to prevent the negotiation strategy from reaching a point of having two mutually exclusive positions regarding proposals. What does this statement mean? Provide an example.

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Solution Summary

Reflection on when shadow negotiation is appropriate; including a definition. Also, an explanation of why it is vital to avoid two mutually exclusive positions during negotiations - as this essentially results in a "draw" situation.

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1. Shadow negotiation occurs parallel to the actual issue or topic that is at the heart of a discussion; such as the terms each party expects in the entire process and even perceptions of each other. The last time I purchased a vehicle, my perception of salespeople before even arriving was that I'd experience high-pressure sales. My attitude was already on the defense; and having been approved for an auto loan through my bank, I was in a position to buy. However, I'm also the type of person that engages in stringent research and had three ...

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