Negotiating: Theory & Practice


Please identify and review a movie or a YouTube video that demonstrates negotiation strategy, writing a 500-word paper that will

summarize the facts of the case.
• Describe and critique the negotiation and associated problems in the case.
• Apply relevant theoretical models as reviewed in the textbook to diagnose the problems more completely.
• Offer a prescription or plan to remedy the problems, and support your recommendations
• Use APA citations as necessary
Students may find that more than one YouTube video can be used to uncover different aspects of the negotiation problem. For

example, a Distributive Bargaining situation such as buying a car may benefit from considering the approach (strategy and tactics)

taken by the buyer and contrasting that with the approach taken by the seller.


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