Question 1:
What are the alternative ways in which a decision can be made that affects the parties involved?
In what ways will negotiation be seen as a tactical contest?
Question 2:
a) What are the main styles of negotiation?
b) Describe the implication of Prisoner's Dilemma game?
c) Explain why people act in Red style to protect themselves or to cheat?
d) Explain negotiator's dilemma in terms of dependence on other negotiation actions?
Question 3:
a) Why is it in the' debate phase' of negotiation that a large proportion of time is spent in face to face contact?
b) Which debate behaviours are likely to be effective and which are likely to hinder settlement or deadlock the negotiation?