problem 1: For the completion of a successful negotiation, describe the differences that require to be taken into account with:
a) Team negotiations.
b) A single negotiator
problem 2: Describe, with exs, why legal advice or assistance is usually not called upon in a large number of contract disputes.
problem 3: The organizational negotiator can sometimes be pulled in some directions. Describe in detail, with exs, four such factors and how such could affect significant negotiations.
problem 4: Body language can frequently be a great source of persuades throughout negotiations however it should be used only as a positive technique. Describe this statement by using the various well-known methods as a framework.
problem 5: Describe the significance of risk in contract negotiations and in particular the following:
a) Risk to the outside world
b) Risk from the outside world
c) Risk from the customer
d) Risks from the company
problem 6: describe, with exs, how the following can play a vital role in successful negotiation:
d) Opening shots
problem 7: At the heart of any negotiation is the use of ploys, tricks, devices and diversions. The successful negotiator will be aware of these and know when best to use them as well as any counter measures. Outline eight such possible ploys together with a counter measure for each.
problem 8: A useful habit for the negotiator to follow is to use problems to explore various issues with the customer. How might possible problems be categorized in a number of ways with different functions? Give some exs to exemplify your answer.