The Negotiation Process: Four Stages
Discuss the following statements.
• Define the Four Stages of the Negotiation Process and discuss what changes have taken place in the negotiation tactics since the 1950s.
• Explain why the Best Alternative to a Negotiated Agreement (BATNA) is important in preparing the negotiation.
• Discuss the difference between tangible and intangible priorities and why ground rules are important when both parties are amenable to negotiate.
Discuss whether the Good Guy / Bad Guy Routine is useful in negotiations; whether impasses are fatal to negotiations; and if arbitration is a sign that negotiations have failed.