Module 1 – Case
Negotiation and Human Behavior Processes
Assignment Overview
Understanding the negotiation process and negotiation strategies are critical managerial skills, as part of the methods of conflict resolution. Based on the assigned background readings, this Case allows you to articulate your understanding of negotiation process and strategy, as well as the human behavioral factors that can affect both process and outcome.
Case Assignment
After completing the required readings:
Resources
Negotiation and Human Behavior Processes
Required Reading/Viewing
Brett, J., and Thompson, L. (2016). Negotiation. Organizational Behavior and Human Decision Processes. Elsevier, 136: 68-79. Retrieved from the Trident Online Library.
View: The Walk From “No” to “Yes” (2017). https://www.ted.com/talks/william_ury?utm_campaign=tedspread&utm_medium=referral&utm_source=tedcomshare
Shachar, M. (2014). – NCM512 – M1. PowerPoint Presentation.
Fleck, D., Volkema, R. J., & Pereira, S. (2016). Dancing on the slippery slope: The effects of appropriate versus inappropriate competitive tactics on negotiation process and outcome. Group Decision and Negotiation, 25(5), 873-899. Retrieved from the Trident Online Library.
Articulate the process of negotiation in the workplace. What (specifically) does the process involve, start to finish, once a conflict has been identified?
Explain each of the human decision processes that may affect negotiations, including (but not limited to): cognitive biases, personality, motivation, emotion/moods, trust, reputations/relationships, gender, and culture. Please use subheadings within the Case to show where each is discussed.
Assignment Expectations
Conduct additional research to gather sufficient information to support your analysis.
Provide a response of 3-4 pages, not including title page and references
As we have multiple required items to be addressed herein, please use subheadings to show where you are responding to each required item and to ensure that none are omitted.
Support your paper with peer-reviewed articles and reliable sources. Use at least three references, and a minimum of two of these from peer-reviewed sources.
You may use this source to assist in formatting your assignment. Paraphrase all source information into your own words carefully and use in-text citations.
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