The success or failure of bargaining and negotiation depends on a number of factors, including the strategies and tactics employed by the parties involved and situational/environmental factors. This week, you will discuss the process of negotiation, as well as what can be done to ensure both parties view the negotiations as productive. Discuss the following:

-In your opinion, why would following a process during contract negotiations be important?

-At what point(s) in the process do you feel negotiations are most likely to break down, and why? For each point, supply at least two strategies to keep negotiations moving forward.

-Some people say that it is essential to behave ethically when negotiating. Others argue that there is no such thing as “ethics” when negotiating, because no one expects an opponent to behave in an honest, trustworthy fashion: “let the negotiator beware” is their motto. What do you think the role of “ethics” is in negotiations? Support your position.