Please have access to the book below and answer questions with five sentences an error free and use in-text citation.
Review the Learning Exercise: Settling a Lawsuit in Chapter 8, page 218 of your text. Discuss two of the following statements.
- Discuss the ethical values you would use in this negotiation and the criteria you would use to make decisions.
- Discuss how you would determine whether the negotiation is conducted with substantive fairness.
Assume the role of one of the five parties in the GLOBE Project Study case as you form your answers.
- Explain why in Cross-Cultural Negotiations, the heuristic of availability is a culturally significant bias in a negotiation to sell a computer in a highly feminine society.
- Discuss the differences between promotion focus, prevention focus and shadow negotiation, and which type is a negotiator from a collectivist society more likely to have, and why?
Reference
Carrell, M.R. &Heavrin, C. (2008). Negotiating Essentials: Theory, Skills, and Practices. Upper Saddle, NJ: Pearson Prentice Hall. ISBN-10: 978-0-13-186866-3.
- Chapter 8: Ethics, Fairness, and Trust in Negotiating
- Chapter 9: The Influence of Culture and Gender on Negotiating
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