\\JUIU '- Even though a clear conceptual distinction is made between the two \"bargaining frames\

Even though a clear conceptual distinction is made between the two "bargaining frames", in reality the negotiating process is generally acknowledged to be a highly creative one that typically involves a mix of integrative and distributive tactics. a. b. c. d. Identify three (3) distributive tactics and three (3) integrative tactics and explain any two (b) of each. 15 marks] Explain what is meant by "winners curse" and how a skilful negotiator can guard against this pitfall in a negotiation. [5 marks] Explain what is meant by the negotiator's dilemma and why this might be resolved by "mutual gains bargaining" or "principled negotiations" [5 marks) Explain why it might be useful to deploy integrative tactics in a multiple issues negotiations between yourself and someone with whom you intend to build and [5 marks] maintain an ongoing relationship. Semester 2009/2010