Answer the following questions: (100-150 words each)
Explain how negotiation dynamics change when additional parties are added to a two-person negotiation.
Why is power important to negotiators?
Explain the various factors that determine how ethics affect negotiation processes.
Explain the different approaches to defining “power” in negotiations and why power is critical to negotiation.
Discuss how negotiations are impacted by the new roles of power, influence, and coalition.
Describe the stakeholders in the organizational negotiation process and the roles they play.
Sometimes people use unethical behaviors like threats and lying in negotiations and sometimes they win using those tactics. What are some long term effects that can come from those short term victories?
What’s fair in negotiations? Is it ethical or fair to bluff? Let’s consider that after reading this article.
· What duty do we owe to our negotiating counterparts to tell the truth? To avoid deception? To disclose potentially damaging information?
· What tactics and behaviors are permissible in negotiation? For instance, is it ethical in certain circumstances to bluff? To use financial or legal pressure to force settlement?
· What duties and responsibilities arise with regard to the principal-agent relationship in negotiation?
· What social influences affect considerations of distributional fairness in negotiation? To what extent, if any, should negotiators consider how their actions affect society at large?”