Distributive and Integrative Negotiations
1) Show the two different types of negotiation, along with their preparation, strategies, and tactics. In preparation for development and implementation of a strategic supplier alliance which of these types would be most useful?
2) Framing is generally considered the determination of what issues are at stake in a negotiation. Why is framing critical to understanding the negotiating issues, defining the expectations and preferences of the parties to the negotiation, selecting the information/data to support each party's position or case, and evaluating the outcomes actually achieved during the negotiation?
3) What is the role of Purchasing and Supply Management professionals in preparation for and negotiation of a one-time purchase of a major capital equipment item?