Question 2 Reflect on a real-life negotiation situation you experienced within the last 6-12 months. Think deeply abou

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Question 2

Reflect on a real-life negotiation situation you experienced within
the last 6-12 months.
Think deeply about the situation, the process and the outcome of
the negotiation.

(a) In this negotiation, did you experience a distributive
bargaining situation or an
integrative bargaining situation? With reference to your
negotiation experience,
discuss the specifics of your bargaining situation (distributive or
integrative) in terms
of objectives, assumptions, methods and communications.



(b) Did you use any distributive bargaining or integrative
bargaining strategies? Why or
why not? Suggest TWO (2) distributive bargaining or integrative
bargaining
strategies that are effective in your negotiation experience. Why
do you think they
are effective?



(c) Did you use any psychological strategies for building trust in
your negotiation with
the other party? Why or why not? Suggest TWO (2) psychological
strategies that
are effective in your negotiation experience. Why do you think they
are effective?