Define and explain the purpose of the Five Distributive Bargaining Negotiation Skills. Discuss the “Zone of Possible Agreement” (ZOPA) and why some experienced negotiators consider it critically important to make the opening offer. Define the following terms: relational information, substantive information, equality norm, and equity norm and explain how they relate to the distributive bargaining process.
3 Integrative Bargaining
Discuss two of the following statements a. Discuss the differences between integrative and distributive bargaining and the conditions in which either or both are used in the negotiation process. b. Describe Thompson’s Pyramid Model and its relationship to parties in bargaining situations, and why it is useful to the integrative bargaining process. c. Discuss the advantages and disadvantages of the Categorization and Interest-Based Bargaining (IBB) Methods and which method you would be more likely to use in a negotiating situation and why. d. Discuss the purpose that Full, Open-Throttle Negotiations (FOTN) serves in bargaining; why recognition of establishing value for the long-term relationship is a positive approach to beginning the negotiations process; and asking circular questions and packaging issues are helpful in the negotiations. e. Explain why Mary Parker Follet’s example of two sisters cutting an orange in half is a classic model of poor integrative negotiations.
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