case study paper on negotiation

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Withholding Information Case

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Read the Withholding Information Case on pages 193-194 and address the following:

  1. Identify ethical systems that may guide the parties to a negotiation.
  2. Examine the substantive fairness of the negotiation.
  3. Examine the procedural fairness of the negotiation.
  4. Differentiate between concealment behaviors in negotiations that are ethical and those that are unethical among the parties in the negotiation.
  5. Evaluate how the parties can learn to create trust in a one-shot negotiation and in a long-term negotiation relationship. 

Withholding Information Case.docx 

tilize three to four scholarly sources 

 

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