Part 1

1. What are the six elements of all negotiation situations? Please briefly explain each element.

2. What are the eight situations when you should avoid negotiation? Explain why in each situation you should avoid negotiation.

3. Give me two examples of a distributive negotiation situation and two examples of an integrative negotiation situation.

4. Explain the two dilemmas in mutual adjustment and how these dilemmas affect the outcome of a negotiation.

5. Explain the four ways that value can be created in a negotiation by identifying and exploiting the differences that exist between negotiators.

6. What are the seven potential benefits of conflict and what is the potential benefit of each of these seven situations?

7. Based on Figure 1.4 analyze the following two situations and conflict style and explain why it is appropriate or inappropriate based on the situation.

a. A baseball player agent is on the verge of negotiating a five-year salary for his client at a large salary. However, the agent realizes at the last minute that the general manager for the team has apparently neglected to include in the contract a clause for disability insurance and what will happen to the player's salary in the event of an injury. He decides to call the general manager and employ an obliging conflict style. Is this the most appropriate style? Why or why not? If not, then which style would be more appropriate and why?

b. A cashier at a grocery store has just been hired at minimum wage. After her first week on the job, she decides to approach the manager of the store and negotiate her vacation schedule in June which is six months from now. She decides to employ a dominating conflict style? Appropriate or not? If not, then which style is more appropriate and why?

Part 2

1. What effect do "alternatives" have to the outcome of a negotiation?

2. What is meant by a bargaining mix and give an example of such a mix in the context of a negotiation for the sale of a house.

3. Why is the locating of the other party's resistance point so essential to a negotiation? Conversely why is the concealment of your resistance point so essential to the same negotiation?

4. What are the various ways that a person can "screen" their activities and what are the benefits of "screening?"

5. What are the various ways that a person can modify the other party's perception of the first person's objectives?

6. How does schedule manipulation affect a negotiation?

7. Is it better to have a firm opening position or a flexible opening position when beginning a negotiation?

8. Why is the pattern of concessions so important in a negotiation?

9. Explain in detail the various ways to create a commitment and relay it to the other party.

10. Explain in detail the various ways to abandon a committed position.

11. Describe the various ways to close a deal. Which one most likely be used by a seller of a house to a buyer who has made it clear that he or she is shopping around?

12. Why are hardball tactics sometimes employed by negotiators? Why is it possible that they do more harm than good in a negotiation?