Question 1

Use the journal article(s) proposed below and any other journal article of your choice from reputable publishers to discuss in detail the difference between the distributive and collaborative negotiation approach

Reference:

• Asante-Asamani, A. E.A., Elahee, M. & MacDonald, J. (2021). Goal orientation and negotiation strategies: an empirical analysis, Review of International Business Strategy, pp. 2059-6014, DOI 10.1108/RIBS-01-2021-0002

Question 2

Use the journal articles proposed below and any other journal articles of your choice from reputable publishers to discuss the impact of time pressure in negotiation and the strategies that can be used by the buyer to reduce/avoid such pressure

Reference:

• Agndal, H., ge, L., Eklinder-Frick, J. (2017). Two decades of business negotiation research: an overview and suggestions for future studies, Journal of Business & Industrial Marketing. Vol. 32/4, pp. 487-504, DOI 10.1108/JBIM-11-2015-0233]