• 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.As described in Chapter 19 of the text, former U.S. ambassador to the United Nations Bill Richardson may have used a decoy approach when negotiating with a Middle Eastern dictator. Do you think he was deliberately using a decoy? Why or why not? Keep in mind that Richardson is well known for his capability in negotiation. 

• Suggest two (2) possible reasons why a negotiator would want to reject an original offer that both parties agreed on in the negotiation process. 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 and explain two (2) techniques that a negotiator could use to reduce the number of changes needed on an issue that is escalating out of control.

 

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