Question 1 20 pts
(TCO A) There are both strategies and tactics that a negotiator might employ in a distributive bargaining situation. Analyze these strategies and tactics that negotiators have at their disposal. Which of them would you be most comfortable with and why?
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Question 2 20 pts
(TCO B) Define selective presentation and evaluate the ethics of its use in negotiations. Provide an example of its use in negotiations and analyze the appropriateness of the technique in reaching a settlement and preserving long-term relationships.
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Question 3 20 pts
(TCO C) What are two approaches that can be used to generate alternative solutions in a negotiation that may have been stalled? Compare and contrast the approaches in their abilities to get the negotiation back on track.
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Question 4 20 pts
(TCO D) Do you think that those individuals whom we perceive as having power recognize themselves that they have that power over others? Many of you may have examples of this in your experience. Which type of power do you believe may be more unrecognizable to the person holding that power and why?
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Question 5 20 pts
(CO F) Define and describe the negotiation concept of conflict between gender. Men and women conceive of negotiations in different ways. Explain
how conflict is framed: relationship versus task orientation; and
how conflict is framed: competition versus collaboration.
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Question 6 20 pts
(CO G) Explore specific personality traits that influence negotiation behaviors and processes.
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Question 7 20 pts
(COs H and I) It is becoming more common for negotiations to occur across cultures because organizations may have global operations. At the same time, due to the need to save on costs, many of these negotiations are being conducted online. Compare and contrast the role trust plays in an online negotiation compared to a face-to-face negotiation and how cross-cultural understanding plays a critical role in the ultimate success of these negotiations, whether face-to-face or online.
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Question 8 20 pts
(CO E) Why can mismatches or ambiguity in frames between parties be a source of conflict in negotiations? Assess the importance of the negotiators having a common frame when discussing the negotiation issue.
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