1. Define what is a pro-self orientation in negotiation and how this may or may not affect the negotiation outcome. Please provide an example

2. Please define what is open- ended communication in negotiation and how this can benefit the negotiation process?

3. Who is the mediator? Under which circumstance can the mediation process be successful?

4. Please explain what is the difference between morals and ethics? Please provide an example of moral act and an example of ethics.

Part 2

Negotiation Game Student A You are the manager at a factory that makes computer chips. You depend on a silicon supplier to deliver the supplies on time. You are happy with their costs but sometimes they are late when they deliver the material. You have tried other suppliers but you were unhappy with the quality of their products. You would rather pay a higher price than switch to the other suppliers. You usually pay for the materials after they are delivered. Typically, you pay $25/computer chip which is the market average price. Student B You are the CEO of a silicon supplier. You recently had to buy a lot of new equipment and now your company is in debt. You need money quickly! You would like to ask the manager of the computer chip factory to pay you in advance. You have a lot of material waiting to be shipped so you are positive you can deliver on time.

Part 2 - Critical Thinking (14 points)

1. Please describe how was your experience in the Negotiation Game that was assigned in class ? A few questions to consider BUT not limit too to describe your negotiation:

a. Student B. What would be your approach to the manager of the computer chips company knowing that you are always late?

b. Student A. Would you pay for the material before delivery?

c. Student A/B What is the personality of your counterpart? d. Student A/B. What bargaining strategies would you use for this negotiation?

2. Please describe two types of bargaining in negotiation and give an example of each.

Part 3 - Multiple Choice Questions (8 points)

1. What is a dispute:

A. A dispute is when party that shows interest toward working for the other's outcomes

B. A dispute is when one person or party makes a claim or demand on another person or party, and that claim is rejected C. A dispute is an agreement on whether you should close the deal at a particular price point or you can negotiate a higher price

D. None of the above

2. What is trust in the negotiation:

a. Trust is when parties shows interest toward working for the other's outcomes

b. Trust is when no tricks are used to close a deal

c. Trust is when an individual's belief in and willingness to act on the words, actions and decisions of another

d. Trust is when a party is concerned with other parties interest and no hard ball tactics are used

3. Target point is:

a. Your highest price point for negotiation

b. Your reservation point for negotiation

c. Your price that you would like to get for negotiation

d. All of the above

4. Arbitrator is:

a. Is a party that shows interest toward working for the other's outcomes in negotiation

b. Is a party that works well only in a team

c. Is a party that concerns with everyone's goals in negotiation

d. Is a third-party who takes control of shaping and determining an outcome of the negotiation

5. The Delphi technique is: a. Finding a common solution that would satisfy all parties

b. An initial questionnaire, sent to all parties, asking for everyone's imputed information

c. Is used for diagnosis of negotiation opportunities

d. None of the above

6. Multiparty Negotiation is when:

a. A multiple party negotiation is held

b. There is only one person who negotiates on behalf of the multiple parties

c. Parties are made up of more than one person from multiple companies

d. All of the above have a valid point

7. Creating value in negotiation means to:

a. Claim what is your in the negotiation deal

b. Is an aspect of win-win negotiations in which parties benefit from the deal

c. Is a strategy where one party gives concessions to another party to claim value

d. None of the above

8. Factors that make international negotiations more challenging

a. Political and legal factors

b. International economics

c. Bureaucracies

d. Instability

e. All of the above

9. Cultures with stronger power distance will be more likely to have decision-making concentrated:

a. At the individual level

b. At the top of the culture

c. At the group level

d. None of the above