Module 2 – Case
NEGOTIATION STYLE, INFLUENCE, AND CONFLICT
Case Assignment
In this Case Assignment you are asked to integrate some key concepts presented in the readings so far. Prepare a 3- to 4-page essay in which you address the following questions:
How does the personality/negotiation style of key players in a negotiation influence the negation process?
How does the personality/negotiation style of key players impact the likelihood of conflict?
Where does your own negotiating style fit within your analysis?
Is there a best personality/negotiation style for any negotiation?
What role do ethics play in a negotiation?
Required Material-Attached files
INSEAD. (2011, March 14). The art of the deal. Is ethics in the picture? [Video]. YouTube. https://www.youtube.com/watch?v=VbclRU40OZc
Pang, K., & Wang, C. (2014). Chapter 15: Understanding negotiation ethics. In Benoliel, M. (Ed.), Negotiation excellence: Successful deal
making (2nd ed.). Hackensack, NJ: World Scientific Publishing Company. [EBSCO eBook Collection
Pitagorsky, G. (2012). Chapter 6: Seek to understand: Conflict styles and approaches. In Managing conflict in projects:
Applying mindfulness and analysis for optimal results. Newtown Square, PA: Project Management Institute. [EBSCO eBook Collection]
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