Part 1. A

Briefly explain where selective presentation is used. Provide an example[1] .

Part 1. B

How can someone manipulate the actual costs of delay or termination? Briefly name the ways and provide an example for one method.

Part 1. C

After test driving a used car, you show some interest in the vehicle. You start to negotiate the price, and then the car dealer starts to fill out a form in front of you. After awhile amid the negotiation, the car dealer asks you to put down your final price on another blank sheet and put your initials next to it. Mind you; this is not a contract; hence, it has no legal obligation for you. Then they claim that they have to show this to their manager to get their approval. They are trying to close the deal or at least convince you that you are closing. Identify what type of closing the deal activity this is. What else you expect them to do in the next step if you refrain from signing a contract?

Part 1. D

Identify the Hardball tactics for distributive strategy. Provide examples for four of the tactics.

[1] The examples in this assignment can all be from the textbook. However, you should write them in your own wordings.

SECTION 2:

To complete this section of the assignment you need to refer to chapter three of your textbook. In a new word file, start to write down your answers for each part. Mention the representative part, e.g. Part A as a heading, and provide the answer below that heading. DO NOT repeat the question in your answer file, this may be picked up by the SafeAssign software as plagiarism, therefore you will lose marks or your assignment will be rejected if it is identified as heavily similar to another work. In case you need to mention an example from the textbook, paraphrase it. All parts of the assignment are equally weighted.

Mention course code - session identifier, assignment number, the submission date, and your name at the beginning of the file. You can upload word or pdf formats on the assigned folder on the blackboard.

Important note: once you submitted the assignment, another page may pop up that you have to press OK. If that is the case, and you do not do this, the assignment is not submitted. It is your responsibility to upload your assignments properly.

Part 2. A

Briefly explain why integrative negotiation may entail a free flow of information. Provide an example.

Part 2. B

What are different types of interest? give an example for each.

Part 2. C

What are advantageous or disadvantageous of brainstorming vs. survey? What is the proper context for each?

Part 2. D

Explain different ways that Neale and Bazerman suggest to logroll. Provide an example for each way.

Part 2. E

What are the factors that facilitate successful integrative negotiation? Mention all factors, then elaborate two factors, and provide examples.