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– Nelson Mandela

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Week 15 Assignment Negotiation

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Q 1. Of the two primary negotiation strategies, which one would you mostly use if you were either Suzie or Johnny? Please explain your rationale. (10 points)2. About which issue in this negotiation is Johnny likely to be positional? (10 points)3. Are there any tactics that either Suzie or Johnny should use in this negotiation? If so, identify them and your rationale for each. If not, explain your rationale. (10 points)4. What are reference points in negotiation? (10 points)5. What are Suzie's reference points she'll want to use in this negotiation with Johnny? (10 points) a. AL/target b. BL/RP/bottom line c. Opening offer d. BATNA

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The two primary negotiation strategies are bargaining and collaborating. If I were either Suzie or Johnny, I would use a mix and match of both the strategies but would give more stress on collaborating. There are two point of views here. If I am Johnny then my aim is to reduce the cost and convince Suzie of the $3000 budget. So, I would have to bargain hard. But yet again Suzie is my fiancée so I have a personal relationship at stake too and so I would stress on the strategy of collaboration as well.