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Strayer University - BUS 340 Contracting and Purchasing Negotiation.

This is a discussion question and a paper is not needed.  Please provide the answer below the questions. Thank you.

The Decoy.

As described in Chapter 19 of the text, former U.S. ambassador to the United Nations Bill Richardson used a decoy approach when negotiating with a Muslim dictator.

Question - Examine two (2) key steps he took in instituting this approach instead of completely withdrawing from the negotiation.

Provide specific examples these steps in action to support your rationale.

Answer-

Escalation

Examine specific approaches that a negotiator could take to reduce the chances of an escalation before reaching a final decision in the negotiation process. 

Question - Describe two (2) techniques that a negotiator might use to reduce the number of changes needed on an issue that is in danger of escalating out of control. 

Provide an example of such a negotiation.

Answer -

Business Management, Management Studies

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