Sample outcomes of an integrative negotiation such as Atlas GlobalTel illustrate the potential for one part

  • potential for one party in a two-party negotiation to capture a much larger share of the value than the other side. Provide advice to help a negotiator avoid becoming the party with a much smaller share. Support your answer with one or more suitable examples.
  • What are the main risks associated with being the party that captures the much larger share? Support your answer with one or more suitable examples.
  • How could a party who has captured a much larger share than his or her opponent apply principles of fairness to overcome the risks associated with this imbalance? Support your answer with one or more suitable examples.
  • What are the potential advantages and risks associated with the misrepresentation of your BATNA, reservation point, and preferences in an integrative negotiation situation? In your answer, state whether there are any circumstances in which you would recommend such misrepresentation in an integrative negotiation, and justify your answer. Illustrate your answer with suitable examples.
  • How can cultural differences provide opportunities for creating value in a cross-cultural negotiation? Answer by identifying and briefly explaining four of Geert Hofstede’s “cultural dimensions”, and for each dimension, you identify, give an example of how differences between two cultures could provide an opportunity for creating value in a negotiation. Illustrate your answer with suitable examples.
  • Answer all of the following questions.
  • Explain what your typical motivational style is in negotiations, illustrating your answer with examples of how your motivational style has been manifested in real-life negotiations or in role-plays in the module.
  • What advantages or opportunities do you believe your motivational style presents in negotiations? Explain the reasons for your answer, and illustrate with examples.
  • What disadvantages or challenges do you believe your motivational style presents in negotiations? Explain the reasons for your answer, and illustrate with examples.
  • Outline tactics or strategies you can use to overcome any disadvantages arising from your motivational style. Illustrate with examples.

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