PPA 605 _Negotiation Bargaining & Conflict Management_ Entire Course

PPA 605 (Negotiation Bargaining & Conflict
Management) Entire Course
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PPA 605 (Negotiation Bargaining & Conflict
Management) Entire Course

PPA 605 (Negotiation Bargaining & Conflict
Management) Entire Course
Elements of Negotiation and Bargaining Skills
Discuss the following statements then respond
to at least two of your fellow students’ posts.
1. Discuss the Five Elements of Negotiations
and provide at least one example of how
each are used in the negotiation process.
2. Identify the Five Negotiation Skills needed
in order to perform successful
negotiations.
3. Define Rational Choice theory and discuss
how it relates to the negotiation process.
4. Discuss how the Dual-Concern Model and
Big Five Personality Dimensions facilitate
recognizing bargaining styles and how
such styles impact behaviors and
strategies in a negotiation.

The Negotiation Process: Four Stages
Discuss the following statements then respond
to at least two of your classmates’ postings.
1. Define the Four Stages of the Negotiation
Process and discuss what changes have
taken place in the negotiation tactics since
the 1950s.
2. Explain why the Best Alternative to a
Negotiated Agreement (BATNA) is
important in preparing the negotiation.
3. Discuss the difference between tangible
and intangible priorities and why ground
rules are important when both parties are
amenable to negotiate.
4. Discuss whether the Good Guy / Bad Guy
Routine is useful in negotiations; whether
impasses are fatal to negotiations; and if
arbitration is a sign that negotiations have
failed.

Distributive Bargaining
Discuss two of the following statements then
respond to at least two of your classmates’
postings.
1. Define and explain the purpose of the Five
Distributive Bargaining Negotiation Skills.
2. Discuss the “Zone of Possible Agreement”
(ZOPA) and why some experienced
negotiators consider it critically important
to make the opening offer.
3. Define the following terms: relational
information, substantive information,
equality norm, and equity norm and explain
how they relate to the distributive
bargaining process.
Integrative Bargaining
Discuss two of the following statements then
respond to at least two of your classmates’

postings. Try to respond to students who pick
different statements.
1. Discuss the differences between
integrative and distributive bargaining and
the conditions in which either or both are
used in the negotiation process.
2. Describe Thompson’s Pyramid Model and
its relationship to parties in bargaining
situations, and why it is useful to the
integrative bargaining process.
3. 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.
4. Discuss the purpose that Full,
Open-Throttle Negotiations (FOTN) serves
in bargaining; why recognition of
establishing value for the long-term
relationship is a positive approach to
beginning the negotiations process; and

asking circular questions and packaging
issues are helpful in the negotiations.
5. Explain why Mary Parker Follet’s example
of two sisters cutting an orange in half is a
classic model of poor integrative
negotiations.
Gaining Leverage in Negotiations
Discuss two of the following statements then
respond to at least two of your classmates’
postings. Try to respond to students who pick
different statements.
1. Define the terms power and leverage and
what is the most essential source of
bargaining strategy in any negotiation
process.
2. Define French and Raven’s Five Sources of
Power (1956) and provide an example of

how each is effectively used in a
negotiating situation.
3. Discuss why it is useful to convince others
of the strength of your BATNA and how
shakers and auditors can negotiate
effectively.
4. Explain how the lack of ethos can derail
negotiations; why humor is considered a
value in persuasive negotiations; and facial
expressions considered relevant to
effective negotiations.
Strategies and Tactics
Discuss one of the following statements then
respond to at least two of your classmates’
who chose the other statement.
1. Discuss the Five Negotiation Strategies for
Various Situations.
2. Think about a situation in your life or work
in which you need to choose a negotiation
strategy. First answer the questions below

egarding the “key elements” of the
situation, i.e., time, information, and power,
and then answer the strategy questions
which can help you select a preferred
overall strategy to use as you start
negotiating.
Is there a deadline that will affect the
timing of your bargaining?
What is your BATNA and demonstrate
how it is calculated? What is your best
estimate of the other party’s
BATNA? Is your BATNA your starting
or walk-away point?
What other information do you need to
collect before you start the
negotiation?
Is the power between the two sides
balanced or who appears to initially
have the advantage?
If several economic issues are
involved, could you develop a MESO or

Economic Matrix of alternatives to offer
to the other side?
Will negotiations primarily focus on one
number, such as price, and thus,
should you consider a strategy of
“Increments of Concession?”
Impasse and Alternative Dispute Resolutions
(ADR)
Discuss two of the following statements then
respond to at least two of your classmates’
postings. Try to respond to students who
picked different statements.
1. Define what is meant by the term,
Alternative Dispute Resolution (ADR) and
discuss the differences, advantages and
disadvantages between arbitration and
mediation.
2. Discuss the following statutes that govern
the arbitration of disputes: Taft-Hartley

Act 1947; Railway Labor Act (RLA) 1926;
and the Federal Arbitration Act (FAA) 1925.
3. Outline the procedures in arbitration and
mediations. Also describe the roles of the
arbitrator and the mediator in the
negotiation and bargaining process.
4. Describe the roles and functions of the
American Arbitration Association (AAA)
and the Federal Mediation and Conciliation
Service (FMCS) and the procedures
involved when parties have reached an
impasse and are in need of an alternative
dispute resolution (ADR).
Ethics, Fairness, and Trust in Negotiations
Discuss two of the following statements then
respond to at least two of your classmates’
postings. Try to respond to students who
picked different statements.

1. Discuss how skills in ethics, fairness, and
trust can be a part of the negotiation
process even though some negotiation
tactics challenge those values.
2. Identify the Five Bases for Trust and
explain why they are important in the
negotiation process.
3. Describe Kant’s Ethics of Principle and
Mill’s Ethics of Consequences
philosophies and discuss which theory you
would be more incline to use in a
negotiating situation.
4. Discuss the Functionalist Model, Mutual
Trust Principle, and the test for meeting
procedural fairness of a negotiation.
Chapter Case: To Agree or Not to Agree – That
is the Question

Assume the role of one of the five parties in the
case as you form your answers. Respond to
at least two of your classmates’ postings.
1. What reasons do you have for remaining
with the negotiations at this point?
2. Describe three tactics you can use after
agreement is reached and your bargaining
partner asks for one more thing.
3. Detail the parts, i.e., elements of an
agreement template and explain why it
helped you in this negotiation.
4. Identify an ideological issue in this
negotiation and explain why it is more
difficult than financial negotiations to
resolve.
Keeping a Client
Answer the following questions and apply the
Five Negotiation Skills to an actual negotiation

case. Respond to at least two of your
classmates’ postings.
1. How would an agreement template
facilitate closing this deal?
2. How can you react to the particular demand
for limiting your time at the site, which is
totally unacceptable, but not risk losing the
deal?
3. What technique can you sue to move Ms.
White past her apparent problems with
your engagement?
4. How can you avoid the psychological trap
of agreeing to an arrangement guaranteed
to just to keep this client?
5. What techniques can you use during this
impromptu negotiation to build a
relationship with Ms. White?
Closing the Deal

Discuss two the following statements then
respond to at least two of your classmates’
postings. Try to respond to students who
picked different statements.
1. Describe the Five Negotiation Skills in
Closing the Deal and indicate how you
would, or have used them in an actual
bargaining and negotiation situation
specifying the issues, actors, and
outcomes.
2. Explain the purpose of an agreement
template and why a written agreement best
serves to generate commitment to the
agreement.
3. Discuss why silence can be an effective
response to a request for a last-minute
concession and when the
nickel-and-diming approach can be utilized
most effectively.
4. Discuss the emotional issues that may
cause stalemates; sources of conflict
spirals; psychological entrapments;

difficulties in managing
ideologically-based conflicts; and why
sequential decision-making processes are
helpful in resolving decision-making
conflicts.
Settling a Lawsuit
Review the Learning Exercise: Settling a
Lawsuit in Chapter 8, page 218 of your text.
Discuss two of the following statements then
respond to at least two of your classmates’
postings. Try to respond to students who
picked different statements.
1. Discuss the ethical values you would use in
this negotiation and the criteria you would
use to make decisions.
2. Discuss how you would determine whether
the negotiation is conducted with
substantive fairness.
3. Identify what concealment behaviors would
be ethical and unethical in this negotiation.

4. Describe the manner in which you would
determine if you are using fair procedures
and creating trust in this negotiation case.
The Influences of Culture and Gender on
Negotiations
Discuss two of the following
statement. Assume the role of one of the five
parties in the GLOBE Project Study case as
you form your answers. Respond to at least
two of your classmates’ postings.
1. Select two of the dimensions of culture,
identified by either Hofstede or the GLOBE
Project Study, and discuss how best to
negotiate a deal favorable to an
organization’s relationship in an Eastern
European and an Asian country.
2. Select two clusters from the GLOBE
Project Study groups and describe how the
history and traditions of those countries’

clusters are reflected in their cultural
dimensions. Indicate how this information
can help you in the negotiation process.
3. Explain why in Cross-Cultural
Negotiations, the heuristic of availability is
a culturally significant bias in a negotiation
to sell a computer in a highly feminine
society.
4. Discuss the differences between
promotion focus, prevention focus and
shadow negotiation, and which type is a
negotiator from a collectivist society more
likely to have, and why?
PPA 605 Complete Course Assignment
PPA 605 Week 1 Assignment House for Rent
You have been relocated by your employer to a
new city for an assignment that will probably
last for two years. You do not want to sell

your home – a four-bedroom, two-bath Tudor –
so you decide to rent it. A friend of yours in
real estate has a potential lessee for you to
meet. He is a 30-something single doctor
beginning a two-year residency in the local
hospital. You have some concerns about a
single guy living in your house and taking care
of it the way you would, but you agree to meet
with him and possibly negotiate a lease. You
must address the following:
1. Describe the interested parties and their
prospective goals in this negotiation.
2. Analyze the parties’ dependencies and
motivations and propose four options in
this negotiation so that all parties’ goals
are met.
3. Discusses a bargaining behavior of a
skilled negotiator that would be most
advantageous to you in this negotiation.
4. Explains why collaboration is the only
bargaining style applicable to this

negotiation, and identify the collaborative
goals.
5. Identify if any of the participants entered
the negotiations with a cognitive bias.
Discuss the implications.Your paper
should be four- to- five- pages in length
(not including title and reference pages).
Format your paper according to APA style
as outlined in the Ashford Writing Center,
and utilize three to four scholarly sources
in addition to the textbook. Be sure to cite
your sources within the body of your paper
and on the reference page.
PPA 605 Week 2 Assignment
Buying a House
Imagine you are a public administrator who
has just been promoted to a higher position
but must relocate to another city and purchase
a different home. Using the five distributing

argaining skills, present the steps and
various aspects you would consider
implementing in buying a house. Be sure to
address the following:
1. Analyze the bargaining situation and
whether or not it is distributive. If so,
determine the reservation price.
2. Present the initial offer you would make
and apply bracketing to achieve your target
price of $310,000.
3. Indicate and frame the norms you would
utilize in presenting your initial offer.
Your paper should be four- to- five- pages in
length (not including title and reference
pages). Format your paper according to APA
style as outlined in the Ashford Writing Center,
and utilize three to four scholarly sources in
addition to the textbook. Be sure to cite your
sources within the body of your paper and on
the reference page.

PPA 605 Week 3 Assignment
Leveraging Power from BATNA
Review the Learning Exercise: Unhappy
Co-Owners and address the following:
1. Assuming your Best Alternative to a
Negotiating Agreement (BATNA) is letting a
court sell the property, discuss how it may
help you reach an agreement. Recommend
other strategies that you could use to
accomplish a successful negotiation.
2. Discuss your power sources and your
co-owner’s power sources in this
negotiation, and analyze how you can
strengthen your power position.
3. Propose a logical and an emotional
argument to persuade your co-owner to
agree to a deal.

4. Describe a nonverbal communication
technique that you will use to persuade
your co-owner that your proposal is a
win-win proposition.
5. Describe a threat you can make that would
force your co-owner to make concessions.
Your paper should be four to five pages in
length (not including title and reference
pages). Format your paper according to APA
style as outlined in the Ashford Writing Center,
and utilize three to four scholarly sources in
addition to the textbook. Be sure to cite your
sources within the body of your paper and on
the reference page.
PPA 605 Week 4 Assignment
The Common Driveway Case

After reading Chapter 7 in the text, address the
following in a four- to five-page paper that is
formatted according to APA style:
1. Explain whether the dispute is at an
impasse or not and if any party is
experiencing any settlement pressures.
2. Discuss the use of arbitration or mediation
if the negotiation between the Wilsons and
Greens reaches an impasse. Should they
consider arbitration or mediation to resolve
their differences? Why or why not?
3. Analyze other hybrid forms of alternative
dispute resolution (ADR) that are available
and should be considered if negotiations
fail to produce a settlement.
Your paper should be four to five pages in
length (not including title and reference
pages). Format your paper according to APA
style as outlined in the Ashford Writing Center,
and utilize three to four scholarly sources in
addition to the textbook. Be sure to cite your
sources within the body of your paper and on

the reference page.
The book is negotiating essentials by carrel m.
R & heavrin c I don’t have the book and can
you # the pages
PPA 605 Week 5 Assignment
Withholding Information Case
Read the Withholding Information Case on
pages 193-194 and address the following:
1. Identify ethical systems that may guide the
parties to a negotiation.
2. Examine the substantive fairness of the
negotiation.
3. Examine the procedural fairness of the
negotiation.
4. Differentiate between concealment
behaviors in negotiations that are ethical
and those that are unethical among the
parties in the negotiation.

5. Evaluate how the parties can learn to create
trust in a one-shot negotiation and in a
long-term negotiation relationship.
Your paper should be four to five pages in
length (not including title and reference
pages). Format your paper according to APA
style as outlined in the Ashford Writing Center,
and utilize three to four scholarly sources in
addition to the textbook. Be sure to cite your
sources within the body of your paper and on
the reference page.
Carefully review the Grading Rubric for the
criteria that will be used to evaluate your
assignment.
PPA 605 Final paper (Bargaining and
negotiation situation)

Consider a real life bargaining and negotiation
situation that involves two parties and the
multiple issues to be negotiated that has
already occurred, currently in progress, or will
occur in the near future in your personal life or
at work. Be sure to address the following:
1. Describe the situation and negotiation
environment.
2. Identify the parties (e.g., yourself, the
persons on your side, and/or the opposing
parties) including the bargaining positions.
3. Present the type of third party intervention
and procedures if required, (e.g.,
arbitration or mediation).
4. Explain how the Best Alternative to a
Negotiated Agreement (BATNA) is derived.
5. Evaluate the theoretical models, methods,
sources of power, and analytical
procedures required to be utilized in the
negotiation process.

6. Examine the mechanics of the procedures
in terms of framing, packaging, use of
questions, and types of proposals.
7. Assess the strategies utilized and the
results achieved and/or anticipated in the
settlement.
Writing the Final Paper
The Paper:
1. Must be 10 double-spaced pages in length
and formatted according to APA style as
outlined in the approved APA style
guide. Title, reference, and any exhibits or
appendices are not counted in the paper
length.
2. Must include a cover page that includes:
Name of paper
Student’s name
Course name and number
Instructor’s name
Date submitted

3. Must include an introductory paragraph
with a succinct thesis statement.
4. Must address the topic of the paper with
critical thought.
5. Must end with a conclusion paragraph that
reaffirms your thesis.
6. Must use at least five scholarly sources,
including a minimum of two from the
Ashford University Library.
7. Must document all sources in APA style, as
outlined in the Ashford Writing Center.
8. Must include a separate reference page,
formatted according to APA style as
outlined in the Ashford Writing Center.
9. Must be written in the third person.
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