<p>BA 690 Negotiation Final Exam Review Questions</p><p>1. The readings in chapter 8 of the book talk about trust, the effect of friendship, and long term relationships in relationship to negotiation. What are the benefits and problems with long term relationships in terms of negotiation and arriving at optimal outcomes? 2. Power in negotiation was discussed in chapter 6. Where does power come from, how does one attain power, and, in the context of a long-term negotiating relationship, how would you suggest one use power? 3. What is alternative dispute resolution and when is it appropriate as a tool for settling negotiation issues? 4. Articles 6 (an empirical study of the stages of moral development…) and 7 (patterns of styles in conflict management and effectiveness) both deal with the use of conflict management styles from different points of view. Compare and contrast the findings of the two articles. Based on these articles what advice would you give to an aspiring manager in relation to negotiation? 5. There will always be tough people who like to bargain hard and win. How do you recognize their tactics and what can you do to neutralize them? 6. The reading from the book, 12-3 (negotiating with a customer you cannot afford to lose) talks about how to deal with people who want to get a better deal (or feel like they are getting a really good deal). The article about work conflict and stress (reading 8) deals with the impact of conflict resolution style and stress on the job. Considering both articles, what can you say about how to handle customers and the impact of your recommendations on the respective parties involved? 7. How can you deliver bad news and not get shot for it? 8. The article that asks the question “Should you be a negotiator?” discusses effects of personality on negotiation. The reading about patterns of styles in conflict management (article 7) examines what combinations of styles of conflict resolution seem to be used successfully. What conclusions can we draw by combining the findings of these two pieces? Do you agree with the conclusions? Why or why not? 9. Resolved: bluffing is ethical in negotiation. Take a position relative to supporting or refuting the preceding statement and defend your answer. 10. Based on what we have learned in the class this semester please develop a profile of what you think a successful negotiator would be. What does a successful negotiator do? 11. What are the potential impacts of alcohol in negotiations? What do you recommend and why?</p>