Reference no: EM133143952

Question 1: A key issue in negotiation is framing. What is framing? How are frames critical in negotiation?

Question 2: Explain "irrational escalation of commitment." Give an example where this would manifest itself in a sales negotiation. Explain the "fundamental attribution error." Give an example where this would manifest itself in sales negotiation.

Question 3: When were negotiators significantly more likely to see the marginally ethical tactics as appropriate?

Question 4: As a result of employing an unethical tactic, the negotiator will experience positive or negative consequences. What are these consequences based on?

Question 5: What are the five major conflict management styles that Thomas's research identified?

Question 6: What is the difference between external locus of control and internal locus of control?

Question 7: List and describe 5 of the 10 tips for achieving your life goals as mentioned by Suzanne Kane

Question 8: Define the "need for closure," and describe how it might lead to ethical pitfalls.

Question 9: Who was Machiavelli, and what are some traits of individuals with a Machiavellian personality? Is having a Machiavellian personality ever a good thing in a negotiation?

Question 10: Describe emotional intelligence, and explain why it is important to have emotional intelligence in a negotiation.