1) match the examples with the considerations of negotiation. aaron could easily have withheld some negative…

1) match the examples with the considerations of negotiation. aaron could easily have withheld some negative information but knew that telling his counterpart was the right thing to do. victoria pledged to help the customers update their computers so that they could take full advantage of her company’s software products. after timothy reached an agreement in principle with his counterpart, he met with company lawyers to create a written contract. dominic did not understand some of the technical aspects of the equipment that he needed to purchase, so he brought in an expert to help him negotiate. autumn would have liked to negotiate a lower rate but realized that she risked losing the supplier if she pushed too far. lauren recognized that some of her company’s generous terms were actually causing great concern for her counterpart, who saw the matter differently. jackson focused on the reasons behind what his counterpart wanted by asking open - ended questions. the two - step process of negotiation not what, but why different perspectives involvement of neutral parties problem - solving ethical behavior realistic objectives

1) match the examples with the considerations of negotiation. aaron could easily have withheld some negative information but knew that telling his counterpart was the right thing to do. victoria pledged to help the customers update their computers so that they could take full advantage of her company’s software products. after timothy reached an agreement in principle with his counterpart, he met with company lawyers to create a written contract. dominic did not understand some of the technical aspects of the equipment that he needed to purchase, so he brought in an expert to help him negotiate. autumn would have liked to negotiate a lower rate but realized that she risked losing the supplier if she pushed too far. lauren recognized that some of her company’s generous terms were actually causing great concern for her counterpart, who saw the matter differently. jackson focused on the reasons behind what his counterpart wanted by asking open - ended questions. the two - step process of negotiation not what, but why different perspectives involvement of neutral parties problem - solving ethical behavior realistic objectives

Answer

Brief Explanations:

  1. Aaron's action of disclosing negative - information is ethical behavior in negotiation.
  2. Victoria's offer to help customers update computers is problem - solving to promote product use.
  3. Timothy's meeting with lawyers after a principle agreement is part of the two - step process of negotiation (agreement in principle followed by written contract).
  4. Dominic bringing in an expert is the involvement of neutral parties to assist in negotiation.
  5. Autumn's decision to not push for a lower rate to avoid losing the supplier is setting realistic objectives.
  6. Lauren recognizing the different view of her counterpart is considering different perspectives.
  7. Jackson focusing on the reasons behind what his counterpart wants is the "not what, but why" approach.

Answer:

  1. ethical behavior
  2. problem - solving
  3. the two - step process of negotiation
  4. involvement of neutral parties
  5. realistic objectives
  6. different perspectives
  7. not what, but why