Discuss the differences between integrative and distributive bargaining and the conditions in which either or both are used in the negotiation process.
Discuss the advantages and disadvantages of the Categorization and Interest-Based Bargaining (IBB) Methods and which method you would be more likely to use in a negotiating situation and why.
Define the terms power and leverage and what is the most essential source of bargaining strategy in any negotiation process.
Discuss why it is useful to convince others of the strength of your BATNA and how shakers and auditors can negotiate effectively.
Use reference below
Carrell, M.R. & Heavrin, C. (2008). Negotiating essentials: Theory, skills, and practices. Upper Saddle, NJ: Pearson Prentice Hall. ISBN-10: 978-0-13-186866-3.