Explain the meaning of interdependence, mutual adjustment and value creating/value claiming in negotiations and why each is an important consideration in any negotiation. Be thorough in your explanations. 2. List and explain each of the steps in Greenhalgh’s seven step ideal negotiation process. Is this approach “ideal” for all situations? 3. Explain the concepts of “issue” and “interest” in negotiation, including the strengths and weaknesses of using each. Why do effective negotiators need to consider both issues and interests? 4. What does BATNA stand for, what are its characteristics and why is it important to negotiators? 5. Identify the three positions that constitute the range associated with each issue in a negotiation. Explain the purpose of each of these positions and the guideline or rationale for determining them during your negotiation preparation. 6. When making concessions, what general recommendations should effective negotiators employ? 7. Effective questioning is an essential skill for effective negotiators. Why is this skill so important? Be thorough in providing your justification. 8. Preparation is typically regarded as the most important skill to learn to become a more effective negotiator. What specific benefits can be derived from preparing a negotiation plan before, during and after the negotiation?
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