section 1

• Purpose of the Negotiation (300–400 words)
  • Characteristics of negotiations (why negotiate)
    • Discuss the purpose of negotiations in the supply chain.
    • Discuss at least 2 situations where negotiation is appropriate.
    • Discuss at least 2 common negotiation situations.
• Desired outcome (300–400 words)
  • Discuss the desired outcomes of your organization.
    • Discuss the importance of identifying the organization’s goals and objectives as a part of negotiation planning.
    • Define and describe the term most desirable outcome (MDO).

section 2

Key Negotiation Strategies

• Pertinent information (400–600 words) (Probable negotiation tactics, nature of current relationships)
  • Relationships and interdependence
    • Discuss the importance of relationships in negotiations.
    • Describe at least 2 tactics for managing conflict in negotiations.
• Interests, desires, and motivations (400–600 words)
  • Strategy and tactics
    • Compare and contrast distributive and integrative negotiations.
    • Based on your research, discuss at least 2 integrative negotiation skills or tactics.

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