BUS-340: Contracting and Purchasing Negotiation Techniques
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“Split the Difference”
1. Examine two (2) possible results of allowing opposing negotiators to provide the offer to split any monetary differences with the government contracting officer. Provide possible examples of the results that you have examined to support your rationale.
2. From the e-Activity, http://www.youtube.com/watch?v=E7pNOzQadE8 examine two (2) key benefits of using the vice technique in the negotiation process. Explain the process of allowing the opposing side to make an offer to, in the vernacular, “split the difference” in a negotiation where you want to sell for a lot more than the government is willing to spend. Provide specific examples of potential uses of this approach to support your response.
Answer the questions only.