1. This chapter lists six networking objectives. For which of these reasons (or for what other reasons) do you have to network ? 2. You have heard the expression, "It's not what you know, it's who you know, that's important. " Do you agree? If it is true, is it fair? 3. The first step of the networking process is to perform a self - assessment. What are your three most important accomplishments ? 4. If you didn't write out a one- minute self - sell for Work Application (10-4), do so now. 5. College students are poor at negotiating. Do you agree with this statement ? 6. The text states that the distributive bargaining strategy of fighting over a fixed pie is being replaced by the integrative bargaining strategy, in which the size of the pie is increased, for all to share. Give examples of negotiation situations in which a seemingly fixed pie can be increased and shared. 7. The next time you negotiate, will you actually set three---- limit, target, and opening--- objectives? Why or why not? 8. In bargaining, does it really matter who makes the first offer ? 9. Think of a past, present, or future negotiation situation. Describe the situation and state what you can ask for in return if you don't get your target. 10. Can the influencing process really be conducted ethically and in a way that meets the goal of human relationships, or is it just manipulation