1. Describe what is meant by the concept of ‘WATNA’. How is this different from ‘BATNA’? Provide reasons to support your response.
2. How has the development and increasing reliance upon information technology changed the context of negotiations? Identify and discuss in detail two examples to illustrate your answer.
3. Discuss the importance of non-verbal communication throughout a negotiation. Do you believe it`s important? Discuss three examples of non-verbal communication.
4. Identify and discuss in detail three factors which make cross-cultural negotiations more challenging? Provide reasons to support your responses.