Question 1: Describe the Five Negotiation Skills in Closing the Deal and indicate how you would, or have used them in an actual bargaining and negotiation situation specifying the issues, actors, and outcomes.
Question 2: Explain the purpose of an agreement template and why a written agreement best serves to generate commitment to the agreement.
Question 3: Discuss why silence can be an effective response to a request for a last-minute concession.
Question 4: Discuss the emotional issues that may cause stalemates; sources of conflict spirals; psychological entrapments; difficulties in managing ideologically-based conflicts; and why sequential decision-making processes are helpful in resolving decision-making conflicts.