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Dispute

In: Business and Management

Submitted By angeeearley
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4. The difference between position-based negotiation and interest-based negotiation can be described in quite a few ways. In a position-based negotiation, one party will open with his or her initial offer. According to my text; “By making the first offer, this party becomes the offeror. Now the other party (offeree) knows four points: its initial counteroffer, its target, its highest counteroffer, and the offeror’s initial offer” (Frey, pg.99). Positional bargaining focuses on trying to win the conflict, treating it like a football match and sees the only alternatives as win or lose. Each side will have to justify why its position should prevail and the counteroffers will continue until the parties either reach the settlement range or they do not. Moving over to interest based negotiation, if selected, after discussing the problem the parties will move toward a discussion of interests. This will then be followed by listing a range of solutions in the evaluation of each solution against the interests. Once the parties come to an agreement that best meets the parties interest has been selected, the agreement is reduced to a writing and should be as complete as possible. “After the agreement has been reduced to writing, both sides should read and correct the writing before either signs. If the writing is written by one party and signed before the other party has read and consented to it, the party who did not participate in producing the physical writing may have corrections, additions, or deletions that will need to be initialed by the parties” (Frey, pg. 101).
6. As far as the setting/place of the negotiation, the impact it has on the parties of this scenario would be better describe as a Daniel in the lion’s den. Jackie is basically being thrown at the CEO, she has no choice of place the CEO gets to choose where they can proceed the negotiation. I feel the CEO does

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