Thinking about this video and reflecting upon your used car negotiation role-play activity, address the following points:

 Watch Video 3.5.

  https://www.youtube.com/watch?v=m6Dgq-p4Tsc

 

• What elements have to change to allowa distributive bargaining situation to become more integrative?
• Discuss how you would apply the integrative negotiation steps discussed in the lesson/textbook as well as the tactics described in Video 3.5 to make the used car distributive negotiation more integrative.

Discussion Forum Expectations

• Each original response to the question for the week must be words long and specifically reference content in the coursework and textbook for the week.

Answer rating: 100% (QA)

To transform a distributive bargaining situation into a more integrative negotiation several elements need to change Distributive bargaining typically involves a fixed pie where one partys gain comes ... View the full answer