Case Study 1: Capital Mortgage Insurance Corporation

Prepare a 3–4 page paper (include a cover page) identifying the following items as they pertain to a negotiation in the case study between Randall and Dolan. Be sure to incorporate course concepts in your answers.

  1. Identify guidelines that you should follow during the negotiation. Be specific!
  2. Identify and describe the steps of the negotiation process.
  3. Identify and apply guidelines that will enable you to facilitate effective communication during the negotiation.
  4. Identify and justify the types of questions that you should ask during the negotiation.
  5. Identify the characteristics of the negotiation styles present.
  6. Identify and apply the guidelines that you should follow when this negotiation becomes challenging.

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