Understanding all the elements that define the negotiating environment can be a difficult task. A significant amount of data must be gathered and analyzed to create an understanding of the competitive environment and to determine existing negotiation options. Unethical negotiation tactics and behavior make this process even more daunting. Case studies offer glimpses into the real world of project management, allowing for deeper analysis of issues related to project procurement, strategic planning, contracts, negotiations, and conflict resolution. For this Discussion, address/answer the following: Read the Negotiation examples (in Boyce, Chapter 5) and pick one of the examples to answer these questions: What was the primary issue that was being negotiated? What, if any, were the secondary issues being negotiated? What was the position of each party? What were some options that both sides had? Was there any evidence of unethical behavior? If so, identify that behavior. What was the outcome of the negotiation? Would you have done anything differently? What? Why?
