Illustrate out briefly the seven (7) elements of the negotiation process known as the Seven Pillars of the Negotiational Wisdom which need to be considered before and throughout negotiations?
(a) Define BATNA.
(b) List all important characteristics of BATNA and show how influential they’re in negotiations.
What are the “five tests” which negotiators should undergo when struggling to decide whether a given behaviour is ethical when negotiating? Comment on each one of them.
(a) Illustrate out the term cross-cultural negotiation.
(b) In brief elucidate how cultural differences influence negotiations.