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The Negotiation Process: Four Stages

Discuss the following statements

a. Define the Four Stages of the Negotiation Process and discuss what changes have taken place in the negotiation tactics since the 1950s.

b. Explain why the Best Alternative to a Negotiated Agreement (BATNA) is important in preparing the negotiation.

c . Discuss the difference between tangible and intangible priorities and why ground rules are important when both parties are amenable to negotiate.

d. 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.

Solution Preview

1. They are prepare strategy (get ready), engage strategy (involved in actual talks), negotiate and collaborate strategy (further talks and give and take), lastly its agreement and implement (finalize and start working under the contract). Since the 1950s because of more lawyers involved and more complex negotiations, they take longer at all ...

Solution Summary

An expert describes the 4 stages of negotiations, BATNA and its importance, how negotiations have changed since the 1950s, good guy bad guy negotiation tactics, arbitration's role in negotiations, the significance of impasses, ground rules and intangible and tangible sectors of negotiations.