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Before reaching an agreement with Pam, Kim receives a text message from her boyfriend, Nat, who is on a backpacking trip

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Before reaching an agreement with Pam, Kim receives a text message from her boyfriend, Nat, who is on a backpacking trip. She learns that he is locked up in a Brazilian jail and needs to pay a $1200 fine before the authorities will release him. Kim is distraught and decides to help Nat by telegraphing him the $1200 he needs to secure his release. By assisting Nat, Kim is no longer able to offer her sister any sum towards the payment outstanding for the Ford Focus car.

 

Pam has been offered her first modelling contract, but it is conditional. The proposed contract is from a shampoo manufacturer, who can see potential qualities in Pam's beautiful hair. The shampoo manufacturer has stated that the contract is dependent upon Pam's hair being groomed to reveal its true natural beauty.

 

Pam acknowledges that her hair is difficult and that the only person who has been able to successfully nurture and cut her hair to produce its best look is her sister, Kim.

 

If Pam can secure the contract it will involve travelling to Sydney for a month. There will be constant filming taking place for advertisements and other promotional events, which she will have to attend. Her hair will need constant attention during this period. The hair shampoo company is prepared to pay Sam $100,000 for the month's work.

 

Question 2

 

In these changed circumstances set out above, how could this matter be resolved using an integrative negotiation approach? Describe this approach and indicate the tactical skills and approaches that the parties could adopt to achieve a successful outcome.