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Using readings # 2, 3, and 4, and the the handout “The Seven Elements of Integrative Negotiation”, please answer the questions at the end of each scenario.
Three Scenarios and Three Negotiation Problems
1. You are negotiating the purchase of a studio and the owner suggests a price far above your anticipated purchase price. How do you address the agent in order to get the best price?
2. You are negotiating a partnership with a business owner and your counterpart faxes you her proposed terms and conditions. You think to yourself that this may be an attempt by your counterpart to get the upper-hand in the negotiations. In her facsimile, she suggests a meeting to discuss the terms. What do you do?
3. You have been working on a major deal for over six months. The deal has reached a critical juncture and you have a meeting with your primary counterpart (whose participation is important) to discuss the available options. When he walks into your office, he is exceedingly angry and very difficult to talk to. You are under time pressure and unable to reschedule the meeting. How do you make this meeting as productive as possible?
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