Questions / reflections: o When is it appropriate / necessary to utilize distributed (positional) negotiations? o Considered if integrative (interest based) negotiations always results in a superior outcome o Is the Zone of Possible Agreement (ZOPA) always evident? o How does knowing your BATNA protect your interests in distributive negotiations? o Is the reservation point in negotiations fixed, or does it evolve as negotiations proceed? o What profile of a pie-slicer are you? o If collaborations is the preferred strategy to resolve a conflict, does that mean you will always get "more" from the negotiations than if you used a more competitive approach