This 10 page paper looks at how a negation could be handled. A fictitious example of a dispute between brothers is described and then aspects such as aspiration level, BATNA, strategy for integrative (win/win) negotiation, concession plan, formulating questions, cognitive biases, evaluating and building power and leverage and conclusions or ideas. The bibliography cites 4 sources.
Name of Research Paper File: TS14_TEnegstages.rtf
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the need to follow a framework in order to have a successful negotiation. In this paper we will assume there is a dispute between two family members, brother A and
brother B. They have been arguing with each other for several days following a dispute over a car. Brother A owns a small car, which he had saved for
and used to go to and from work. When going out in the evening he would leave the car at home so as he would not be tempted to drink
and drive. On a Monday night brother A went out as usual, and left the keys on the in his room. Brother B came home and was called out on
an emergency for brother As girlfriend, who had been stranded at work with no way of getting home. As brother A was not around to ask, at it was his
friend, he took the car keys out of his brothers room. When driving home he had a puncture as a result of which he swerved into a railing and damaged
the wing of the car. Brother A was annoyed as he was not asked and knew the tyre needed replacing. Brother B was angry as Brother A and left
the car in a condition that was not fit for the road, a consequence of which was that he had an accident and is now expected to pay for all
the damage, which is made worse as it was brother As girlfriend that needed help. The brothers have not been talking as Brother B is refusing to pay for
the damage, claiming it was not his fault, the errand for was brother As girlfriend and that the cause of the accident was due to a faulty tyre which Brother
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