The Mind and Heart of the Negotiator By Leigh L. Thompson
1- Explain three of the four common mistakes (traps) negotiators make. Describe two reasons why these mistakes occur?
2- When preparing for a negotiation, what process should the negotiator follow ? what questions should the negotiator ask within each area of preparation (name at least three pre area)
3- What are the main differences between a purely distributive negotiation situation and negotiation situation with integrative potential ( name at least three ) ? Describe two distributive ( pie - slicing ) strategies as well as two integrative ( pie - expanding ) strategies ?
4- What does win - win negotiation really mean ? What are some ( two ) of the misperceptions about the meaning of win - win negotiation ? How does a negotiator realize that win - Win solutions could be possible ( name two telltale signs of integrative potential ) ?
5- What are the most important points ( explain three ) about emotion that a negotiator should understand in order to reach optimal negotiation outcomes ?