Question: When is it appropriate / necessary to utilize distributed (positional) negotiations? o Considered if integrative (interest based) negotiations always results in a superior outcome o

When is it appropriate / necessary to utilize distributed (positional) negotiations?

o Considered if integrative (interest based) negotiations always results in a superior outcome

o Is the Zone of Possible Agreement (ZOPA) always evident?

o How does knowing your BATNA protect your interests in distributive negotiations?

o Is the reservation point in negotiations fixed, or does it evolve as negotiations proceed?

o What profile of a pie-slicer are you?

o If collaborations is the preferred strategy to resolve a conflict, does that mean you will always get more from the negotiations than if you used a more competitive approach?

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