Define the Four Stages of the Negotiation Process and discuss what changes have taken place in the negotiation tactics since the 1950s.
Explain why the Best Alternative to a Negotiated Agreement (BATNA) is important in preparing the negotiation.
Discuss the difference between tangible and intangible priorities and why ground rules are important when both parties are amenable to negotiate.
Discuss whether the Good Guy / Bad Guy Routine is useful in negotiations; whether impasses are fatal to negotiations; and if arbitration is a sign that negotiations have failed.