1. You are involved in a negotiation for the sale of your couch. A sales representative at the local furniture store told you the other day that the market value for this type of couch is between $ 300 and $500. the potential buyer asks if you have any other offer for the couch-you don't. How you will answer this question? what does your answer suggest about your negotiation ethics?

2. if you make the first offer in a negotiation, it may influence the other negotiator by which of the following heuristics?

Representativeness, or Availability, or Anchoring, or Reactive devaluation, or The endowment effect.

3. Why should negotiator generally explain the significance of what he or she is giving up when making a concession?

4. Assume that you have been offered a job by a company located in Dallas, Texas. your currently live in Florida and will be graduating from the college in a month. the human resource manager of the Dallas company wants to talk to you about the terms of the proposed employment contract, which includes a non-compete provision, meaning that if you quit your job with the company, you won't be able to work for one of its competitors for one year. If you take the job in Dallas, you will also need to buy a new car (your job will require a significant amount of car travel) and find an apartment to rent.

Would it make sense of any of these three negotiations – the negotiation over the terms of your employment contract, the negotiation for a new car purchase, and the negotiation of locating an apartment in Dallas—to use the services of an agent (The Use of Agents in Negotiation)? Why or Why not?