MGT 557 Complete Course Material Define zero-sum situation. are some strategies for a successful or neutral outcome in a zero-sum negotiation? How can a negotiation that begins with a negative bargaining range be resolved? Should a negotiator reveal his or her resistance point? Explain. Describe the best alternative to a negotiated agreement (BATNA) concept. Explain the pitfalls of overestimating the value of BATNA. Why is a negotiator’s BATNA the most valuable tool of power negotiation? ethics. Why do ethics matter in negotiation? How does your personal ethical code influence your negotiations? Provide a specific example are the strengths and weaknesses of using an agent in negotiations? How can you determine the best time to use an agent and when to negotiate for yourself? When interacting with decision makers, what happens as you try to convert or pressure them during two-party and multiparty negotiations? special challenges occur in two-party and multiparty negotiations? concepts in Chinese culture should those attempting to negotiate in China recognize? In your opinion, how does affect negotiation in China? are some strategies to employ when negotiating with a Chinese company? Define p and by generalization. Explain how perception distortion can cause biases in negotiation. How can you use this information in negotiations? Cite specific examples are some common mistakes that may lead to an impasse in negotiation? Describe a time you experienced an impasse in negotiating. are strategies that could have been applied in that situation? Why is intransigence a powerful card for a negotiator? are the dangers of intransigence? How will you manage a negotiation impasse when the other party presents you with an ultimatum. For this assignment, you will choose from the following options: Option 1: Capital Mortgage Insurance Corporation Case Study Option 2: National Football League Negotiation the instructions in the University of Phoenix Material: Negotiation Plan located on the student website and select one option to complete the assignment. this week’s objectives with your team. Your discussion should include the topics you feel comfortable with, any topics you struggled with, and how the weekly topics relate to application in your field. a 350- to 1,050-word paper detailing the findings of your discussion.
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