1. Define the contrast principle, its value in the negotiation setting, and how it can contribute to a win-win outcome.
2. Using the contrast principle, outline two potential negotiating tactics that you would recommend Sharon Slade use in the negotiation meeting with
Alice Jones. The gambits should help reach an integrative (win-win) outcome. Include examples to illustrate each gambit.
3. Explain the value of each gambit to the negotiation process.
4. Provide the reasons why each gambit could increase the likelihood of a successful negotiation session. Reference at least three outside sources that
support your position. Include your thoughts on the importance of striving for a win-win outcome in any negotiation setting.
