Question: 1. Discuss some methods in dealing with typical hardball tactics? Which one do you think is more effective, why? 2. Why are alternatives important in

1. Discuss some methods in dealing with typical hardball tactics? Which one do you think is more effective, why?

2. Why are alternatives important in a negotiated agreement?

3. For a negotiation to be characterized as integrative, what behaviors and perspectives must be present? Why are these important?

4. What are the factors that facilitate a successful integrative negotiation? Which one of these do you feel is most important, why?

5. What is the difference between distributive bargaining and integrative negotiation? How are each used

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