2 short answers 3

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Each question needs to be answered with 150 words.

Q1.Consider a situation where you have had to negotiate to achieve a desired outcome. Discuss how the urge to win in the negotiation overwhelmed your rational decision-making. Did the urge to win lead to bad decision-making? Why or why not? Did you have to make any concessions during the negotiation process? Please be specific.

Q2.David Meets Goliath: Negotiating with Wal-Mart

Consider a situation where you are negotiating with Wal-Mart for your family farm’s milk. Confronted with various hardball price challenges, what type of negotiation situation would you use: distributive or integrative and why? What are your key negotiating principles?


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