Purchasing Techniques

Question 1

BUS-340: Contracting and Purchasing Negotiation Techniques

“The Decoy”

1. Determine two (2) factors within the negotiation process that you believe encourage the use of a decoy. Explain why society may view this approach as unethical.

2. As described in Chapter 19 of the text, former U.S. ambassador to the United Nations Bill Richardson may have used a decoy approach when negotiating with a Muslim dictator. Examine two (2) key steps he took in instituting this approach. Tell why you think he was or was not successful.

Question 2

Reference/Textbook: Secret of Power Negotiating (3rd Edition)

Author/s: Dawson, R. (2011) – Franklin Lakes, NJ: The Career Press.

“Mediation” Please respond to the following:

Propose at least two (2) reasons why a mediator should maintain a position of being a neutral third party within the mediation process of conflict resolution. Research the Camp David Accord and suggest specific attributes of President Carter’s style and personality that enabled him to appear as a neutral party during the conflict between Egypt and Israel, as discussed in Chapter 34 of the text. What negotiating skills and techniques do you think President Carter used to accomplish an agreement between two parties who hated each other, and how did he use these skills and techniques?

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