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Question 1 20 pts

(TCO A) Define synergy and explain how it applies in a negotiation. What is an example of how synergy can create the dynamic that advances the progression of a negotiation to a successful conclusion?

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Question 220 pts

(TCO B) Define selective presentation and evaluate the ethics of its use in negotiations. Provide an example of its use in negotiations and analyze the appropriateness of the technique in reaching a settlement and preserving long-term relationships.

Question 320 pts

(TCO C) What are the four major steps in the integrative negotiation process? Assess the use of the integrative negotiation process compared to the distributive negotiation process in labor management disputes.

Question 420 pts

(TCO D) What are the assumptions that a communicative framework for negotiation is based on and how can this information be useful to a negotiator in bargaining for a successful outcome?

Question 520 pts

(TCO F) Describe the major types or sources of power and then consider the following statement: There are some negotiators who may not be concerned with their own power, but they can still be effective negotiators. How would you explain this outcome when intuitively you would think that a negotiator who is more focused on power would be more successful?

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Question 620 pts

(CO G) In negotiations, there may be an agent who is used as the chief negotiator who is representing a constituency. Analyze and discuss the ethical danger of using agents in negotiation.

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Question 720 pts

(COs H and I) It is becoming more common for negotiations to occur across cultures because organizations may have global operations. At the same time, due to the need to save on costs, many of these negotiations are being conducted online. Compare and contrast the role trust plays in an online negotiation compared to a face-to-face negotiation and how cross-cultural understanding plays a critical role in the ultimate success of these negotiations, whether face-to-face or online.

Question 820 pts

(CO E) What is a yesable proposal? When should it be used? Can its use backfire? Evaluate the value of using this approach in a contentious negotiation.