1. Describe and evaluate a "mutual gains" situation. Provide an example of a negotiation in which both parties would use this form of negotiation to resolve a conflict.
2. 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.
3. In their search for solutions that meet the objectives and needs of both sides, negotiators must be both firm and flexible. This statement seems to be contradictory; however, it is a valid statement. Explain what this means in the context of negotiations and describe an example where a negotiator can be both firm and flexible.
4. 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?
5. Describe the different types or sources of power a person can have in a negotiation. Then consider the following statement: "Power is in the eye of the beholder." Then explain how power that is only perceived by the negotiator can be effective when he or she lacks any kind of formal power.
6. There are some negotiators who will use "dirty tricks" during negotiations to attempt to gain an advantage over the other party. Describe what actions a negotiator can take to respond to the other party's distributive tactics or "dirty tricks," and assess their usefulness in improving the negotiation climate.
7. Describe and assess why an agenda can be an effective decision aid in a negotiation. At the same time, discuss why an agenda might not be an effective decision aid in an international negotiation.
8. How can parties expand the number of issues involved in a negotiation? Assess the advisability of expanding the issue as opposed to limiting the issues in negotiations.