1) You are the Director in charge of corporate negotiations for Lockheed-Martin. You are in potential merger discussions with arch-rival General Dynamics. Pending FTC approval of this merger, discuss TWO key negotiation fundamentals that you will employ and explain why these fundamentals are essential for this pending merger discussion (from the section 1 reading). Be specific as to your justification.

A negotiation is a dialogue between two or more party’s geared towards reaching a mutual agreement.
During negotiations each party should be desperately trying to achieve an advantage for his or hers organization, they should also be ready and willing to compromise. Negotiations transpire every day, in many different areas such as our government, non-profit organizations, business and even in the personal aspect of our lives such as divorce, dual and even separated parenting. The negotiation process involves a number of different key negotiation fundamentals and sub processes that make it a success.
This paper will discuss two key negotiation fundamentals and two negotiation sub processes that I, as a director in charge of corporate negotiations for Lockheed Martin, feel would lead to a successful negotiation outcome for a pending merger with my organizations arch rival, General Dynamics.
Question 1, part 1 - Key fundamental #1: Selecting a strategy
I believe that selecting the right strategy or mix of strategies to use during negotiations, significantly increase your chances for a successful outcome.
If General Dynamics is my organization’s arch rival, there is a chance we have been engaged in negotiations previously, if so, I would study these proceedings in an effort to obtain any information that would be helpful in providing me with the insight on their organizational mentality or thought process.
In determining the correct strategy to employ,