Write an essay that will explore various aspects of Negotiation. Explain the characteristics of negotiation, including the differences between the best alternative to a negotiated agreement (BATNA) and the worst alternative to a negotiated agreement (WATNA). Distinguish between resistance, settlement, and target point relative to the bargaining mix. Examine the issues that would constitute the bargaining mix in various negotiations. Determine the roles that reciprocity and framing play during a negotiation.
How can these two strategies help a negotiation? How can they be harmful?