BUS 340 Contract and Purchase Negotiation Week 4 Discussion 1

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“The Decoy” Please respond to the following:

  • 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. Provide specific examples of such use of a decoy to support your rationale.
  • As described in Chapter 19 of the text, former U.S. ambassador to the United Nations Bill Richardson used a decoy approach when negotiating with a Muslim dictator. Examine two (2) key steps he took in instituting this approach instead of completely withdrawing from the negotiation. Provide specific examples these steps in action to support your rationale.

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