Module 1 – Case
THE HUMAN ELEMENT IN NEGOTIATION
Case Assignment
BUYING AND SELLING
Fundamentally, your key reading assignment suggests that
being prepared to interact empathically and congenially and to apply the
concept of mutuality with those at the negotiating table are important
attributes in the negotiation process.
Based on your readings, answer the following question:
To what extent do you agree with this notion and why? Give some examples and/or theoretical support
from your readings.
You might want to integrate some of the COW-SOAP model
described in the O’Brien (2013) into your discussion.
Assignment Expectations
Answer questions with clarity.
Show depth and breadth to enhance the quality of your paper.
Search in our library to find some papers/articles to
support your argument and show them in the reference list.
Submit your answers to the questions by the module due date.
To do a concise, but thorough job in answering the questions, your assignment
will probably need to be 3 to 4 pages in length.
