Strayer Bus340 Week 4 discussions

"The Decoy" Please respond to the following:

• Determine two (2) factors within the negotiation process that you believe encourage the use of a decoy. Explain the basic reasons why society often views this approach as unethical. Provide specific examples of such use of a decoy to support your rationale.
• As described in Chapter 19 of the text, former U.S. ambassador to the United Nations Bill Richardson used a decoy approach when negotiating with a Muslim dictator. Examine two (2) key steps he took in instituting this approach instead of completely withdrawing from the negotiation. Provide specific examples these steps in action to support your rationale.

"Escalation" Please respond to the following:

• Suggest two (2) possible reasons why a negotiator would want to reject the original offer that both parties agreed on in the negotiation process. Provide one (1) example from your personal life when you might have wanted to use this approach when making a major purchase.
• Determine specific approaches that a negotiator should take to reduce the chances of an escalation before making a final decision in the negotiation process. Provide two (2) techniques that a negotiator could use to reduce the number of changes needed on an issue that is escalating out of control.