Contrast Principle

Prompt: This assignment will help you draft Subsections B and C of Section V: Negotiation Tactics and Strategies of the final project, which is due in Module Ten. In your 1- to 2- page submission, address all of the following critical elements:

  1. Define the contrast principle, its value in the negotiation setting, and how it can contribute to a win-win outcome.
  2. Using the contrast principle, outline two potential negotiating tactics that you would recommend Sharon Slade use in the negotiation meeting with Alice Jones. The gambits should help reach an integrative (win-win) outcome. Include examples to illustrate each gambit.
  3. Explain the value of each gambit to the negotiation process.
  4. Provide the reasons why each gambit could increase the likelihood of a successful negotiation session. Include your thoughts on the importance of striving for a win-win outcome in any negotiation setting.
  5. Reference at least three secondary sources that support your position.

Guidelines for Submission: Your assignment must be submitted as a 1–2 page Microsoft Word document with double spacing, 12-point Times New Roman font, one-inch margins, and at least three sources cited in APA 6th edition format to support your position.

Textbook:The Hidden Rules of Successful Negotiation and Communication: Getting to Yes!, Chapter 8 (Sections 8.2 and 8.3, pp. 111–118)
This chapter discusses the effect of price on the negotiation process and a number of potential approaches negotiators can use when the bargaining gets down to dollars and cents. This chapter also discusses the contrast principle, a very useful technique that can be used to influence your negotiating partner to see your proposal in a more positive light.

Journal Article: Win-Win Negotiation (Optional)
This brief article discusses the importance of developing the right mind-set to hone a win-win negotiation style.

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