5-1 Discussion: The Negotiation Process

Explain how information sharing and the creative use of trade-offs can create joint gain and lead to an integrative agreement in an international business negotiation. Give some examples. What is the mechanism involved in these trade-offs?

Provide a thorough response in one or two paragraphs, using appropriate terminology from the chapter.

In response to your peers’ posts, recommend ways in which information sharing can be used to expand the ZOPA. Engage your peers in a meaningful discussion on the module topics. Use at least one scholarly reference.

Refer to the Discussion Rubric for directions on completing these discussions.