problem 1:

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?

problem 2:

(a) Define BATNA.

(b) List all important characteristics of BATNA and show how influential they’re in negotiations.

problem 3:

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.

problem 4:

(a) Illustrate out the term cross-cultural negotiation.

(b) In brief elucidate how cultural differences influence negotiations.