1. Who are stakeholders in a negotiation? Why it is important to analyze stakeholder interests? How do you take these interests and incorporate them into a negotiating strategy?
2. What are the five types of power? Consider a negotiation with which you are familiar. What parties were identified? Who had power or influence? Explain why. Based on your experience with a negotiation, how does having one or more of the five types of power affect the dynamics of the negotiation?
3. What is the role of ethics in negotiation? How does organizational culture affect ethics in a negotiation? If you are to write a code of conduct, what ethical and cultural considerations would you include and why?