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BCOM101 Business Communication

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Question:

Scenario

As a result of the recommendations of a training needs analysis, Barbara Johnstone, the General Manager of United Beverages Pty. Ltd., has identified a lack of skill in the staff of the company in undertaking negotiations. United Beverages is a large beverage manufacturing and sales organisation.

Before engaging a training organisation to develop and conduct training in negotiation skills Barbara wants to know if there is an approach to negotiation which is the best for her company to adopt.

You are a member of a team tasked by Barbara to determine the most appropriate negotiating approach to be adopted. Research two contrasting approaches to negotiation: competitive positional-based negotiation and problem solving interest based negotiation.

What you are to doo:

Write a report that compares and contrasts the two approaches to negotiation, making a recommendation as to which approach you consider is the most effective.

The report should be formatted in accordance with the Academic Learning Skills handout on Report Writing. It should also contain the following headings in the body of the report:

  1. Characteristics of each approach
  2. Assumptions in each approach
  3. Risks in each approach, and
  4. Probable impact on relationships of each approach
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