Individual written report including 5 short answers questions available on page 2. Answers will be based on the ideas and theories which have been examined in the course, but also personal research.
LO1. Have an in-depth understanding of the keys to successful negotiation.
LO 2. Critically appreciate negotiation styles, strategies, and tactics.
LO 3. Identify and create alternative negotiation strategies and tactics – (own and of the other party).
LO 4. Understand and apply due diligence briefing and debriefing.
LO 5. Evaluate the difference between distributive and integrative bargaining and negotiation.
Question 1: Interests in negotiation
What are the four types of interests and what is the benefit of different interests to the surface? Identify, define, describe, explain, illustrate, discuss and justify.
Question 2: Integrative negotiation
What must an experienced negotiator manage to achieve successful integrative outcomes and why might it be beneficial for parties in an integrative negotiation to know and share BATNAs?
Identify, define, describe, explain, illustrate, discuss and justify.
Question 3: Distributive negotiation
What are the strategies and tactics a negotiator would employ in a distributive bargaining situation and what is the importance of reciprocating (or not reciprocating) concessions?
Identify, define, describe, explain, illustrate, discuss and justify.
Question 4: Negotiation Strategy and Planning
What are the advantages and disadvantages of limiting a negotiator’s authority and what is the danger of making assumptions to predict the other party’s negotiating behaviour?
Identify, define, describe, explain, illustrate, discuss and justify.
Question 5: Perception, Cognition, and Emotion
What are the concepts of perception and stereotyping and how these concepts do impact a negotiation? Identify, define, describe, explain, illustrate, discuss and justify.
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