Prepare responses to the following questions after viewing the Negotiation Strategy and Tactics Tutorial in this week's Lecture.

Using the Marilyn and Len exchanges, analyze the following:

What are the objectives of both parties in the exchanges?

How would you describe the general "tone" of the exchanges?

Were Marilyn's objectives on the way to being effectuated in the first exchange?

Were Len's objectives on the way to being effectuated in the first exchange?

What do you project the outcome of the first exchange to be?

Were Marilyn's objectives on the way to being effectuated in the second exchange?

Were Len's objectives on the way to being effectuated in the second exchange?

What do you project the outcome of the second exchange to be?

Identify two points of transition in each exchange and analyze the impact of the transition on the negotiation.