Complex Negotiation


1​‌‍‌‍‍‌‍‌‌‌‍‍‍‍‌‌‌‌‌​ page answers to questions. References to use are added. Summarize a negotiation that involves what to cook for dinner. Describe the negotiation event that you are using. Including the participants, the key issues, and the outcome. Part A: Part B: Present negotiations often set precedents for future negotiations. Summary paragraph answering these questions based on above example. Evaluate the influence your negotiation might have on future negotiations with the same party and different parties. Explain what precedent has been set for the process, for the relationship, and for the styles and strategies. References: Ganesan, S. (1993). Negotiation strategies and the nature of channel relationships. Journal of Marketing Research (JMR), 30(2), 183–203. Holmes, Y.​‌‍‌‍‍‌‍‌‌‌‍‍‍‍‌‌‌‌‌​ M., Beitelspacher, L. S., Hochstein, B., & Bolander, W. (2017). “Let’s make a deal:” Price outcomes and the interaction of customer persuasion knowledge and salesperson negotiation strategies. Journal of Business Research, 78, 81–92. Kochan, T. A., & Lipsky, D. B. (2018). Negotiations and Change?: From the Workplace to Society. Cornell University Press Lewicki, R., Saunders, D., Barry, B. Negotiation. (2019). Retrieved from South University Prado, L. S. do, & Martinelli, D. P. (2018). Analysis of negotiation strategies between buyers and sellers: an applied study on crop protection products distribution. RAUSP Management Journal, 53(2), 225–240.​‌‍‌‍‍‌‍‌‌‌‍‍‍‍‌‌‌‌‌​m.2018.01.001


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