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As a result of the recommendations of a training needs analysis, Barbara Johnstone, the General Manager of United Beverages Pty. Ltd., has identified a lack of skill in the staff of the company in und

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As a result of the recommendations of a training needs analysis, Barbara Johnstone, the General Manager of United Beverages Pty. Ltd., has identified a lack of skill in the staff of the company in undertaking negotiations. United Beverages is a large beverage manufacturing and sales organisation. Before engaging a training organisation to develop and conduct training in negotiation skills Barbara wants to know if there is an approach to negotiation which is the best for her company to adopt. You are a member of a team tasked by Barbara to determine the most appropriate negotiating approach to ...

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As a result of the recommendations of a training needs analysis, Barbara Johnstone, the General Manager of United Beverages Pty. Ltd., has identified a lack of skill in the staff of the company in undertaking negotiations. United Beverages is a large beverage manufacturing and sales organisation. Before engaging a training organisation to develop and conduct training in negotiation skills Barbara wants to know if there is an approach to negotiation which is the best for her company to adopt. You are a member of a team tasked by Barbara to determine the most appropriate negotiating approach to be adopted. Research two contrasting approaches to negotiation: competitive positional-based negotiation and problemsolving interest based negotiation. Write a report that compares and contrasts the two approaches to negotiation, making a recommendation as to which approach you consider is the most effective. The report should be formatted in accordance with the Academic Learning Skills handout on Report Writing. It should also contain the following headings in the body of the report: 1. Characteristics of each approach 2. Assumptions in each approach 3. Risks in each approach, and 4. Probable impact on relationships of each approach As this is a group assignment 50% of the grade will be determined by peer assessment. (see Peer Evaluation of Group Work) Your report must include: At least five reference sources including the text book, none of which are internet sources, e.g. websites. · Correct report structure. Refer to the Academic Learning Skills handout on Report Writing and Dwyer, J 2013 Communication for Business and the Professions, Strategies and Skills, 5th ed., Pearson Education, Australia . · Harvard referencing for any sources you use. Refer to the Academic Learning Skills handout on Referencing.

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1. Introduction
1.1 Background
United Beverages as portrayed in the case scenario is an industry giant particularly in the domain of beverage manufacturing and sales sector (Amgoud & Vesic, 2012). However, according to the general manager Miss Barbara John stone, the organizational workforce is lacking an important skill of undertaking negotiations and thus needs assistance from a training and development organisation. The role that the training and development organisation would be playing is it would organize training

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