1. Explain the role that opening offers, target, and resistance points play in claiming value in an organization. Use specific examples in your response.
2. Describe the four types of interest in a negotiation, and provide examples of each.
3. Discuss the various approaches to creating value in the integrative negotiation process. How does this differ from creating value in a distributive negotiation? Use examples to solidify your response.
4. Explain how creative thinking might add value to a negotiation. Create a scenario to show how generating creative ideas might create value in a negotiation.
The best way to explain create value and claim value is to create negotiation in the mind of other party and claiming value to one’s own organization. That is called as a great negotiator and it is all about thinking of the negotiator as a salesman who sells the advantages of the deal to the other party is usually what creates a negotiation value. It
