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Bethel University Description of Negotiation Discussion
Think about a time when you were involved in a negotiation or witnessed a notification and the goal was to have a win-win situation/outcome.
• Describe the negotiation and the two opposing team negotiators including what conflict orientation (win-win, win-lose) did the team adopt before meeting with the other party? To what extent did the team share information with the other party?
• Did the parties trust each other? When one party disclosed information, to what extent did the other party reciprocate by disclosing information?
• Did either party use the information as a power base to secure a better outcome for itself? If so, how? How was negotiation progress affected by each team’s initial conflict orientation?
