Question 1: For the completion of a successful negotiation, describe the differences that require to be taken into account with:
a) Team negotiations.
b) A single negotiator
Question 2: Describe, with examples, why legal advice or assistance is usually not called upon in a large number of contract disputes.
Question 3: The organizational negotiator can sometimes be pulled in some directions. Describe in detail, with examples, four such factors and how such could affect significant negotiations.
Question 4: Body language can frequently be a great source of persuades throughout negotiations however it should be used only as a positive technique. Describe this statement by using the various well-known methods as a framework.
Question 5: Describe the significance of risk in contract negotiations and in particular the following:
a) Risk to the outside world
b) Risk from the outside world
c) Risk from the customer
d) Risks from the company
Question 6: Explain, with examples, how the following can play a vital role in successful negotiation:
a) Location
b) Timing
c) Agenda
d) Opening shots
Question 7: At the heart of any negotiation is the use of ploys, tricks, devices and diversions. The successful negotiator will be aware of these and know when best to use them as well as any counter measures. Outline eight such possible ploys together with a counter measure for each.
Question 8: A useful habit for the negotiator to follow is to use questions to explore various issues with the customer. How might possible questions be categorized in a number of ways with different functions? Give some examples to exemplify your answer.