Part I. What are the stages of negotiation? What are the three most important steps in the negotiation planning process and why? What steps would you add or delete from the negotiation planning process to make it more effective. Why?
Part II. What is distributive bargaining? When is distributive bargaining appropriate to use? Why? What might be the effect of distributive bargaining on long term relationships?
Part III. What is integrative bargaining? What are the key differences between integrative bargaining and distributive bargaining? When might integrative bargaining be counterproductive? Explain your answer.