(Answered) The mind and heart of the negotiator bynbsp leigh l

Management Studies

The Mind and Heart of the Negotiator By Leigh L. Thompson

1- Explain three of the four common mistakes (traps) negotiators make. Describe two reasons why these mistakes occur?

2- When preparing for a negotiation, what process should the negotiator follow ? what questions should the negotiator ask within each area of preparation (name at least three pre area)

3- What are the main differences between a purely distributive negotiation situation and negotiation situation with integrative potential ( name at least three ) ? Describe two distributive ( pie - slicing ) strategies as well as two integrative ( pie - expanding ) strategies ?

4- What does win - win negotiation really mean ? What are some ( two ) of the misperceptions about the meaning of win - win negotiation ? How does a negotiator realize that win - Win solutions could be possible ( name two telltale signs of integrative potential ) ?

5- What are the most important points ( explain three ) about emotion that a negotiator should understand in order to reach optimal negotiation outcomes ?

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