Question $1$

The lessons in the study guide identify two sources of power during negotiations $$ the power of possession and the concept of parity $($equality$)$ in

power. Provide insight into these sources when you consider the start of the relationship between CAT and Barloworld Equipment in South Africa.

Question $2$

It is clear from the case study that CAT and Barloworld Equipment have a collaborative relationship. Discuss two advantages and two disadvantages

related to collaborative negotiations and apply to the case study.

Question $3$

The lessons in the study guide lists several circumstances that may cause buyers to revise their priorities when evaluating the worth of contracts.

Evaluate three of these causes that have contributed to the Barloworld Equipment$$s decision to exit the joint venture with Barzem.

Question $4$

Based on the case study detailing the joint venture between Barloworld Equipment and Barzem in Zimbabwe, discuss why the decision of

Barloworld Equipment to exit from the joint venture, titled Zimplow, could be considered as ethical. Provide two examples from the case study to

support your answer.

Question $5$

Sandfire Resources entered into a contract with its suppliers, CAT and Barloworld Equipment. The contract marked a start to the supplier

development at the Montheo mine. Provide details of seven steps that Sandfire Resources took to develop the contract and relationship between

CAT and Barloworld Equipment.