Question 1:

(i) Critically evaluate this statement:

"Disputes can be resolved through use of interest-based negotiations only"

(ii) Discuss the prerequisites necessary for the integrative negotiation process.

Question 2:

What are the essential qualities and skills that negotiators should possess and demonstrate to be really effective in negotiations?

Question 3:

After setting SMART objectives, negotiators must choose an appropriate strategy to achieve them. Describe the strategic options available to the negotiator and discuss their suitability in diverse contexts.

Question 4:

The dominant force for success in negotiations is in the planning that takes place prior to the dialogue. Outline the various steps involved in planning negotiations.

Question 5:

Negotiators tend to make systematic errors when they process information. Discuss the common cognitive biases that impede negotiator performance.