BUS356 Business Negotiation
According to Savage,Blair and Sorenson (1989),the choice of a negotiation strategy in any given situation depends on the level of the negotiator’s concern for relationship and substantive goals.
Consider The Following Scenarios:
Scenario 1 – You are negotiating a job offer with the Global HR Director at a highly reputablecompany.ThiscompanyisrankedinNo.1intermsofrevenuesgenerated.
Scenario 2–You are negotiating the purchase of a car from a young sales man a ta second- hand car dealer. This dealer is located i... More
There are a total of three (3) mandatory questions for this GBA.
(a) Analyse two (2) reasons as to why every negotiator should be familiar with the concept and tactics of distributive bargaining. For each reason, support your answer with examples to demonstrate your understanding.
(b) SL Circle is a shopping mall with salespersons who are infamous for using hardball tactics when selling mobile phones, cameras and other consumer electronics to unsuspecting customers. These salespersons typically view the sales process as... More