Quiz 3

The contract between the owners of the (fictitious) National Dodge Ball League of America (NDLA) and the players union expires this month. Talks have reached a stalemate over one singular issue, the revenue split between owners and players to be derived from a lucrative future television contract. Provide advice to the owners for breaking the stalemate by answering the following question.
1) “Most negotiators think differences of belief are a source of problems in a negotiation. The paradoxical view… states that differences are often constructive” (Thompson, p. 192). With this statement as a starting point, why and how could a contingency contract help conclude the negotiations and facilitate collaboration?
2) Using the same example, but for the Nippon Professional Baseball leagues players union and the Japanese owners, from what you have learned this semester in the Engleberg and Thompson textbooks discuss the different cultural implications for the negotiations in this new situation.

3) Read the case study on pages 267-268 of the Engleberg and Wynn textbook and answer questions 1 and 2 on page 268 (each question is worth 2 points and should be addressed in two paragraphs).

References to use:
Engleberg, I. N., & Wynn, D. R. (2013). Working in Groups: Communication Principles and Strategies, 6th Ed. Upper Saddle River, NJ: Pearson Education, Inc.
Thompson, L. (2012). The Mind and Heart of the Negotiator (5th ed.). Prentice Hall.

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