( I can extend the due time for half more hour)

Read the attached short cases about Influence and Negotiation and then answer a short essay question. Also, Read the reading summaries in the attached document to know what readings really go with these stories? What concepts do these make me think of? (Hint: Write the answers down and be ready to work them into your essays!)

Instructions: Write several paragraphs – enough to fully answer all parts of the questions. Cite relevant sources from our readings( only the once I attached), where applicable, with parentheses and the authors’ names.

A1. What are the 3 most important concrete steps in planning for a big negotiation? Why are these the most important?

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Instructions: Choose one of the four following essays. Write about 3 paragraphs. Bullet point outlines are acceptable, so long as done in sentence form with proper explanation. Cite relevant sources from our readings, where applicable, with parentheses and the authors’ names.

B1. Identify and describe the 2 most important influence strategies (rely on Kipnis & Schmidt 143-150) used by the various parties (e.g., landlords, agents, tenants) in “The Art of Persuading Tenants to Move.”

B2. Which incidents in “The Art of Persuading Tenants to Move” best illustrate or don’t illustrate the principles of “interest-based bargaining”?

B3. How would you use the ethical criterion of Utilitarianism to evaluate Jane’s suggestion in “Fitzgerald Machine Company” that Don negotiate with the customer a storage fee for the order?

B4. In “Aikido in Action”: Compare the communication skills shown by the narrator and the old man, e.g., balancing strong feelings, rationality, assertiveness, relationships, and listening.

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Instructions: Choose a second of the four following essays. Write about 3 paragraphs. Bullet point outlines are acceptable, so long as done in sentence form with proper explanation. Cite relevant sources from our readings, where applicable, with parentheses and the authors’ names.

B1. Identify and describe the 2 most important influence strategies (rely on Kipnis & Schmidt 143-150) used by the various parties (e.g., landlords, agents, tenants) in “The Art of Persuading Tenants to Move.”

B2. Which incidents in “The Art of Persuading Tenants to Move” best illustrate or don’t illustrate the principles of “interest-based bargaining”?

B3. How would you use the ethical criterion of Utilitarianism to evaluate Jane’s suggestion in “Fitzgerald Machine Company” that Don negotiate with the customer a storage fee for the order?

B4. In “Aikido in Action”: Compare the communication skills shown by the narrator and the old man, e.g., balancing strong feelings, rationality, assertiveness, relationships, and listening.