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1. Week 3 There are four ways that goals directly affect negotiation. Provide an example of a negotiation situation from the experience, where one of the four ways directly impacted the selection of your straoegy. Analyze how you would implement the planning process into a negotiation situation to achieve your goals. Please be specific and detailed in your answers. 2. Week 5 Hot or Cold: Is Communicating Anger or Threats More Effective in Negotiation Read the required article for this week’s discussion, and answer the following question: Are threats or anger more effective in negotiation? Please discuss the authors’ findings on the issue, and provide your own input based on the experience. 3. Week 6 Power of Information Informational source of power is considered the most important power in negotiation. Explain why negotiators prefer information over any other form of power in the negotiation process. Provide an example of how power of information can be used in negotiation. 4 Week 7 Read “10 Ways that Culture Can Influence Negotiation” on page 254 – 258, and analyze how FIVE of them influence Western culture. For example, Americans view negotiating as a competitive process and signing a contract. Be specific and provide examples when necessary.

PowerPoint Presentation (7 SLIDES) You are the human resource manager of a local university, and you have been asked to explain the differences in compensation among instructors, assistant professors, associate professors, and full professors as there has been some question as to how compensation is determined for these different positions. Using the information you have learned within this unit, create a PowerPoint Presentation describing how the different compensation levels were determined. Your presentation should consist of no less than seven slides, not including the title slide and reference slides. Be sure to cite all references using APA format.