1. What were your basic objectives and strategy when you started the exercise (e.g., cooperative versus competitive, persuasive versus authoritative, trust building versus opportunistic, tit for tat versus forgiving, accepting interdependence or committed to independence, etc.)?

2. What did you talk about within your group after the first round of the negotiation? Did the content of your negotiating discussion and planning within your group change as the rounds progressed? Why? What happened after rounds 4 and 8, when you were allowed to speak with the other side? Why?

3. What were the most important actions, behaviors and other phenomena that led to the outcome of the exercise (the outcome being how much money each side accumulated (or failed to accumulate)?

4. In your exercise, could you build and enforce trust between the parties representing the two stores? If you built trust, how did you do it? If you were unable to build trust, why were you unable?

5. What is the rational move on the last round of the exercise? Why? How are you defining rational)? What was your thinking as you prepared to make your decision for the last round?