Negotiation Process

Order Instructions

Reflect on Section 3.1 Staying in the Game or Changing it from the Negotiations 6th edition textbook (section 3.1 for the 7th edition textbook; pages may differ for international edition). Although parties of negotiation are focused on the issues, they are also engaged in an interactive process. Therefore, pay special attention to the concept of Shadow Negotiation and the concepts of “moves and turns”.

Writing prompt:

The author, Deborah Kolb, indicates “Power is exerted in more nuanced ways in social interactions” (pg. 215). What is meant by this statement? Describe and explain.

Provide an everyday example of how you or someone has used “Moves and Turns” to influence the negotiation process. Describe and explain.

Keep in mind, you may not use any of the examples already discussed in the textbook/video.

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