1.What goal did you set for your side to achieve in this negotiation? What was your bottom line (resistance point)? What was your opening bid or offer? Hint: this was information provided in the case in the summary table.

2. Did you have a "Best Alternative" or another "Option" to meet the objective you were assigned in the role play (i.e., a BATNA, which is the Best Alternative To a Negotiated Agreement) if a deal was not struck with the other side you are currently negotiating with? If so, how good was this option? How did your BATNA affect your negotiations (how did it affect your strategy and tactics and that of the other side)?

3. Did you reach an agreement in the negotiation? If yes, how satisfied were you with your agreement after you reached it? How satisfied were you with your agreement after you heard other groups report in the debriefing?

4. In addition to a price for the pistons, what were the other elements of the deal that you agreed to (e.g., rush fee, size of the order (range of 8,000 to 10,000), Excalibur piston brand name on Knight chassis, piston quality inspection fee, and Excalibur's willingness to take back defective pistons)? Did the presence of these other factors help to make the negotiation more or less competitive (i.e., win/lose) versus collaborative (i.e., win/win). Hint: how could these factors have helped in logrolling (i.e., each side trading off on high and low priorities)?

5. What strategy and tactics did you use to help you achieve your objectives in this negotiation (e.g., integrative vs. distributive or combination, logrolling, etc. see text) ? Did your strategy and tactics "work" (i.e., were they as effective as they could/should have been)? Why or why not?

6. What strategy and tactics did the other party use? Did these strategies and tactics "work"? Why or why not?

7. As a result of these negotiations, what is the current state of your relationship with your counterpart (the negotiators on the other side)? Would you be more or less likely to do business with this person in the future? Why or why not?