In this unit, we again focused on negotiation by addressing specific terms and processes. For this assignment, you are to write an essay that will explore various aspects of those topics. Be sure to address the items listed below in your essay.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?Your essay must include an introduction. It must be a minimum of four pages in length but no more than seven pages. The title page and references page do not count toward meeting the minimum page requirement.You must use a minimum of two sources that are academic in nature from the CSU Online Library for your essay; items cited and referenced in the unit lesson can be used as sources for this assignment, but they do not count toward this two-source minimum. All content must follow APA guidelines, including all sources used, which must be cited and referenced according to APA standards.1. Stoshikj, M. (2014). Integrative and distributive negotiations and negotiation behavior. Journal of Service Science Research, 6(1), 29-69. doi:http://dx.doi.org.libraryresources.columbiasouthern.edu/10.1007/s12927-014-0002-82. Johnson, D. W., & Johnson, R. T. (2003). Field testing integrative negotiations. Peace and Conflict: Journal of Peace Psychology, 9(1), 39–68. https://doi-org.libraryresources.columbiasouthern.edu/10.1207/S15327949PAC0901_023. Kim, P. H., Pinkley, R. L., & Fragale, A. R. (2005). Power Dynamics in Negotiation. Academy of Management Review, 30(4), 799–822. https://doi-org.libraryresources.columbiasouthern.edu/10.5465/AMR.2005.18378879
