ANSWER IN ONE HUNDRED FIFTY WORDS 1.  Discuss the issues that…

HighnessMoonHippopotamus20   ANSWER IN ONE HUNDRED FIFTY WORDS 1.  Discuss the issues that…Image transcription textBargaining Mix The Bargaining Mix: all of the issues involved inthe nego?a?on – More issues increases the likelihood both partieswill have some of their needs met ‘ Too many issues ca… Show more… Show moreImage transcription textInitial Offers ‘ Also known as: opening offer – anchors thenegotiation and sets a boundary to it, can give an advantage to theparty who makes it – From the seller’s perspective: the … Show more… Show moreImage transcription textTarget Point Target point (also known as aspiration) is the bestoutcome each party can reasonably expect – Always research inadvance – Target points for monetary issues should be … Show more… Show moreImage transcription textTarget Point Good negotiators: . Set challenging goals – a targetpoint for each issue . Keep their target point confidential at first .Share the information strategically… Show moreImage transcription textResistance Point . Resistance point or “reservation price” —amount beyond which you will not go ‘ It is the reference pointduring the negotiation to decide whether to reject or c… Show more… Show moreImage transcription textBATNA Best Alternative to a Negotiated Agreement – Literallythe most ideal outcome one party could get without negotiating -The better the alternatives, the stronger the negotiato… Show more… Show moreImage transcription textWATNA Worst Alternative to a Negotiated Agreement – Literallythe worst outcome one party could face if they don’t come to anegotiated agreement – Always consider WATNA befo… Show more… Show moreImage transcription textMLATNA Most Likely Alternative to a Negotiated Agreement ‘The outcome with the highest probability of happening – Usedwhen a third party will make the decision ifyou can’t c… Show more… Show moreImage transcription textBargaining Range – Are between parties’ resistance points alsoknown as the settlement zone or Zone of Potential Agreement(ZOPA) – If there is overlap between the points, the ra… Show more… Show moreImage transcription textSettlement Point – Is what the parties actually agree upon * Inmulti-issue negotiations there is a settlement point for each issue’ Must remember to discuss all issues ‘ Overlooking iss… Show more… Show moreImage transcription textApproaches to Negotiating and Resolving Conflict ‘ Peopleapproach negotiations different – People approach differentnegotiations differently — changing their approach de… Show more… Show moreImage transcription text- A frame is the lens through which one views a nego?a?on – Theframe influences negotiation behaviors – A positive frame leads tomore successful outcomes – A negative frame leads to … Show more… Show moreImage transcription textReciprocity The notion that if someone does something for you,then you owe them One of the most powerful negotiationprinciples When positive, can lead to concessions in a … Show more… Show moreImage transcription textChapter Scenario, Part 1 Katherine, a recent college graduate, hasjust been offered a job at a rnediurn—sized company in herhometown. She has no idea if the offer is a good one or… Show more… Show more ANSWER IN ONE HUNDRED FIFTY WORDS1.  Discuss the issues that could be included in the bargaining mix for Katherine in the Chapter Scenario on page 38 of the textbook. 2. How could Katherine use BATNA, WATNA, and MLATNA to frame the negotiation process.  Image transcription textPar’tl Foundations of Negotiation and Dispute ResolutionExercise 2-1 It All Depends on How You Frame It You have beenwith your current employer for five years. It is a good c… Show more… Show more ANSWER IN ONE HUNDRE FIFTY WORDS3. See Exercise 2 on page 48 for the following question:  Describe the advantages and disadvantages of this scenario.  How would you frame the situation? BusinessBusiness – Other