Question 1:
(i) Critically evaluate this statement:
"Disputes can be resolved through use of interest-based negotiations only"
(ii) Discuss the prerequisites necessary for the integrative negotiation process.
Question 2:
What are the essential qualities and skills that negotiators should possess and demonstrate to be really effective in negotiations?
Question 3:
After setting SMART objectives, negotiators must choose an appropriate strategy to achieve them. Describe the strategic options available to the negotiator and discuss their suitability in diverse contexts.
Question 4:
The dominant force for success in negotiations is in the planning that takes place prior to the dialogue. Outline the various steps involved in planning negotiations.
Question 5:
Negotiators tend to make systematic errors when they process information. Discuss the common cognitive biases that impede negotiator performance.