Negotiation

Please Answer the following concepts:

Chapter 1.
1. What´s Negotiation?
2. What is Interdependance?
3. Give us 4 Examples of Negotiation events occurring during the everyday events in your life.
4. Please define the Characteristics of Negotiation and elaborate on them.
5. Define the Concepts of issues and Interests in Negotiation and Contrast both concepts.
6. What is an Incentive in Negotiation?
7. What is the preparation Phase in Negotiation?

Chapter 2.
8. Bargaining and Bargaining Mix
9. Initial Offer
10. Target Point
11. Resistant Point
12. BATNA
13. Settlement Zone
14. Bargaining Range
15. Settlement Poin
16. Reciprocity
17. Resolving Conflicts Aproaches

Chapter3.
18. Alternative Dispute Resolution
19. Assertiveness
20. Bluffing
21. Claiming Value
22. Coalition building
23. Concessions
24. Distributive Negotiations
25. Exchange / Quid Pro Quo Bargaining
26. Commitment in Negotiation
27. Good Cop / Bad Cop
28. HighBall / LowBall
29. Impasse
30. Imposing sanctions

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31. Ingratiations
32. Intimidation
33. Leverage
34. Nibble
35. Rationality
36. Upward Appeal
37. Winners Curse

Chapter 4
38. Dilemma of Honsety
39. Dilemma of trust
40. Fixed-Pieperception
41. Generating Options
42. Integrative Negotiation
43. Interest-Based Bargaining
44. Interest in the Principles
45. Process Interests
46. Reactive devaluation
47. Relationshio Interests
48. Substantive Interests
49. Define the main differences between Distributive and Integrative Negotiations
50. Mention the most important features of integrative negotiation in terms of the time and
Size of the Business?

Chapter 5

51. ADR definition.

52. Which are the most important types of ADR?
53. Describe with detail the mediation process.
54. What is Community Mediation.
55. Mention the types and causes of conflicts and give examples of them.
56. Evaluate the advantages and dis-advantages of resolve disputes informally or through a
Mediation or Litigation process, Mention examples of them.

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Chapter 6

57. Define the following personal characteristics and mention advantages and disadvantages of
each one. Elaborate a matrix (Table) of them indicating characteristics, advantages and
disadvantages, each one in a column.
a. Aggressive
b. Assertive
c. Cooperative
d. Data-gathering (thinking) preferences
e. Decision-Making (doing) prteferences
f. Externals
g. Internals
h. Locus of Control
i. Passive
j. Self-awareness
k. Self-monitoring
l. Utilitarians
58. What has your experience been regarding the degree to which gender differences have
impacted your negotiaions, What adjustments might you make when you negotiate with
someone of a different gender?

Chapter 7
59. Draw amd describe the Communication process in Negotiaion
60. Please define the Active /Empathetic Listening.
61. What is communication Channel?
62. What is a Virtual Negotiation?
63. Please describe the importance of Non-Verbal Communication in Negotiation.
64. What are the challenges in Virtual negotiation?
65. Which are the most frequent communication barriers to effective communication? Please
mention them.
66. Which are the main types of listening in communication for negotiation?