Reference no: EM132234499

Part 1

Based on Figure 1.4 analyze the following two situations and conflict style and explain why it is appropriate or inappropriate based on the situation.

a. A baseball player agent is on the verge of negotiating a five-year salary for his client at a large salary. However, the agent realizes at the last minute that the general manager for the team has apparently neglected to include in the contract a clause for disability insurance and what will happen to the player's salary in the event of an injury. He decides to call the general manager and employ an obliging conflict style. Is this the most appropriate style? Why or why not? If not, then which style would be more appropriate and why?

b. A cashier at a grocery store has just been hired at minimum wage. After her first week on the job, she decides to approach the manager of the store and negotiate her vacation schedule in June which is six months from now. She decides to employ a dominating conflict style? Appropriate or not? If not, then which style is more appropriate and why?

Chapter 2 study questions

1. What is the role of "alternatives" in a negotiation?

2. What is meant by the term "bargaining mix?"
Give an example of such a mix in the context of a negotiation for the sale/purchase of a house.

3. Why is locating the other party's resistance point so essential to a negotiation?
Conversely, why does the concealment of your own resistance point so essential to the same negotiation?

4. What are the various ways that a person can "screen" their activities and what are the benefits of "screening?"

5. What is the various way that a person can modify the other party's perception of the first person's objectives?

6. How does schedule manipulation affect a negotiation?

7. Is it better to have a firm opening position or a flexible opening position when beginning a negotiation?

8. Why is the pattern of concessions so important in a negotiation?

9. Describe the various ways to close a deal.Which one would most likely be used by the seller of a house if the buyer has already made it clear that he is shopping around and not completely committed to buying the seller's house?

10. What are the various hardball tactics? Why are they sometimes used by negotiators?Why is it possible that they sometimes do more harm than good in a negotiation?

Chapter 3 study questions

1. List and explain the elements of an integrative negotiation

2. List and explain the four major steps in the integrative negotiation process.

3. What is the difference between interests and positions as mentioned on page 69 in the discussion of two men quarreling in a library?

4. Review the scenario in the textbook regarding Samantha and Emma, two partners deciding whether to move offices.
a. Based on the concept of logrolling, why do you think it is more likely that negotiators tend to reach better agreements when there are more issues being negotiated?
b. Based on expanding the pie, what assumption is required in order for the office move to be financially sound?

5. List and explain the guidelines for evaluating and selecting alternative solutions to a negotiation.

6. What tactics can you employ to elicit information from the other party when he or she mistrusts you?

7. Under what circumstances should structure, formal rules for communication be put in place during a negotiation and why?

8. List and explain the seven factors that can help facilitate a successful negotiation

9. What is an umbrella agreement and why are they useful in a negotiation?

Chapter 4 study questions

1. What are the four direct effects of goals on the choice of strategy?

2. Discuss how the concern for one's own outcome and the concern for the other parties' outcome are related to the dual concerns model.

3. How can the use of the distributive strategy lead to the "we-they" pattern?

4. How can blindly following an integrative strategy lead to settlements which can be rejected by constituents?

5. Discuss why defining the issues is so important to a successful negotiation.

6. Why is knowing your limits so important to a negotiation.

7. Discuss some of the important principles that you should consider when setting a target point.

8. Explain the process of a field analysis of constituents in the context of a negotiation.

9. Discuss the seven key pieces of information that you should attempt to ascertain when analyzing the other party in a negotiation and why they are important.

10. What is the role of "protocol" or "process" in a negotiation?

Chapter 6 study questions

1. What are stereotypes and halo effects and why are they potentially damaging to negotiation?

2. What is the difference between an aspiration frame and an outcome frame?

3. Which type of frame is concerned more with the rules of the negotiation? How is the concept of fairness related to this frame?

4. How is a characterization frame developed by an individual in a dispute? In other words how does a person obtain the information to define the other party?

5. Imagine a dispute between a home remodeler and a homeowner after the remodeler has built a garage and is charging 25% more than the originally agreed price. Frame this dispute from the perspective of the homebuyer and use each of the following frames: interests, rights and power.

6. Why can the identification of stock issues help resolve a dispute or negotiation?

7. Explain what is meant by the term "reframing."

8. Explain the interaction of the concepts of "naming, blaming and claiming."

9. Why is escalation of commitment detrimental to a negotiation? What can you do as a negotiator to lessen the impact of escalation of commitment?

10. What is an anchor and what is the role of an anchor in a negotiation?

11. What is the winner's curse? Give me a hypothetical scenario of a winner's curse, or a scenario from your past in which you felt something similar to the winner's curse.

12. Explain the concept of the law of small numbers.

13. What are self-serving biases and what is their role in a negotiation?

14. Explain the concept of the endowment effect. Why do you believe that most people suffer from this effect?

15. Why do negative emotions generally lead to negative consequences for negotiation?

16. Explain how positive feelings can sometimes lead to negative consequences for negotiation.

17. What is emotional intelligence and why can it be important to a negotiation?

Chapter 7 Study questions

1. Do you think it is better in a negotiation to let the other side know that you have a BATNA or is it better to not relay that information?

2. Why do you believe that negotiators feel less satisfied with the outcome of a negotiation if they are told after a negotiation that the other negotiator had "won" or was pleased with the outcome?

3. What is the information-is-weakness effect and what is its role in a negotiation?

4. Threats have five dimensions according to the textbook. Which type of threat is the most effective? Briefly explain each of the five dimensions of a credible threat.

5. Why is the use of idioms, sayings, or colloquialisms problematic to a negotiation?

6. Is more or less eye contact preferable in a negotiation? Why?

7. Compare and contrast electronic negotiation with face to face negotiation, including the role of schmoozing.

8. Compare manageable questions to unmanageable questions. List two examples of each and explain why they are manageable or unmanageable.

9. What is the effect of role reversal in a negotiation? Why is it an effective tool to improve communication?