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Art of Negotiation

Discuss why power is important to negotiators. What are the sources of power, and what are the consequences of unequal power? Consider the following in your answer:

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Brittany used to be a World Wrestling Federation (WWF) female wrestler. She is 6 feet 2 inches tall and weighs over 250 lbs. She is now the principal negotiator for a company that your company is trying to purchase a major piece of equipment from. You have been asked to lead the negotiations for your company. Brittany became so angry during her last negotiation meeting with your company that she broke your coworker’s arm during a dispute over the price of the equipment. What would you do and say upon entering the room to meet with Brittany?
Be sure to support your response with information from the literature.

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