Question 1:
(i) Critically describe this statement: “Disputes can be resolved through use of interest-based negotiations only”
(ii) Explain the prerequisites necessary for integrative negotiation process.
Question 2:
What are the necessary qualities and skills that negotiators should possess and demonstrate to be really effective in negotiations?
Question 3:
After setting SMART objectives, negotiators should choose an appropriate strategy to achieve them. Explain the strategic options available to the negotiator and describe their suitability in diverse contexts.
Question 4:
The dominant force for success in negotiations is in the planning that takes place prior to the dialogue. Outline the several steps involved in planning negotiations.
Question 5:
Negotiators tend to make systematic errors when they process information. Describe the common cognitive biases which impede negotiator performance.