After completing Steps 2 and 3a, write an essay (each individual student) discussing the initial intraorganizational bargaining and attitudinal structuring processes you have engaged in.

• Discuss the differences between your own starting, target, and resistance points and your teams members’.
• Why did these occur?
• Are you happy with your team’s decisions?
• What lessons could you apply from the Cleary article to both your intraorganizational bargaining in this exercise as well as the attitudinal structuring throughout these negotiations.
• What lessons did you apply from the Shetach article?

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