Negotiation: Moving from Conflict to Agreement

Author: Kevin W. Rockmann; Claus W. Langfred; Matthew A. Cronin

Chapter 8

1) Negotiate with two different people, but use the SAME leverage as a carrot with one person and a stick with the other. For example a boss who offers a $200 bonus is using money as a carrot, while if the boss threatens to dock people $200 then that same money is being used as a stick. Report what you used and how it was different when it was used as a carrot versus a stick. G 2) Negotiate at a retail store using 3 kinds of formal power. You can negotiate for different things, but you have to use one kind of power per issue. Report what kind you used and how it worked. Power type #1 Power type #2 Power type #3