1. Why is preparation so important for negotiators?
2. Why do negotiators need to manage the paradox between sticking with their prepared strategy and pursuing a new opportunity that arises during the process?
3. Explain "founders' paradox" from coalition building perspective.
4. Jenn and Mannix have studied the development and management of conflict over time in high performance task groups and examined three kinds of conflict typical to work groups. What are the three types?
5. In the prenegotiation phase of multilateral negotiations, issues about participants can be decided on the basis of what questions?
6. Describe the reasons why an agenda can be an effective decision aid.