Ury-s stages-strategy for managing difficult negotiators

Question

Question 1:

Write down the main characteristics of good faith bargaining?

Question 2:

Write down the main criteria employed in the US labour relations system to test good faith bargaining?

Question 3:

To what extent does IRA provide for good faith bargaining?

Question 4:

Describe briefly the following negotiation concepts:

(a) BATNA.

(b) Reservation Price.

(c) ZOPA

Question 5:

Illustrate the following terms:

Question 6:

(a) Distributive negotiation.

(b) Integrative Negotiation.

Question 7:

Describe Ury’s stages-strategy for managing difficult negotiators.