Question 1:
Illustrate out briefly the seven (7) elements of the negotiation process known as the Seven Pillars of the Negotiational Wisdom which need to be considered before and throughout negotiations?
Question 2:
(a) Define BATNA.
(b) List all important characteristics of BATNA and show how influential they’re in negotiations.
Question 3:
What are the “five tests” which negotiators should undergo when struggling to decide whether a given behaviour is ethical when negotiating? Comment on each one of them.
Question 4:
(a) Illustrate out the term cross-cultural negotiation.
(b) In brief elucidate how cultural differences influence negotiations.