Word Count: 250 words total or more

Questions for Chapter 3

1. Using your professional or personal experience, provide an example of your experience in a bargaining zone. What was the seller’s range, what was the buyer’s range and what was the end result? Do you think the result was within the positive bargaining zone? Explain your answer.

2. Since strikes are often settled on terms that could have been reached earlier, without parties incurring the costs that the strike imposed. Why does such irrational behavior occur when negotiating?

Questions for Chapter 4

4. Two of the most common faulty assumptions among negotiators are false conflict and the fixed-pie perception. Please explain what they mean and if you can provide an example.

5. The win-win negotiation occurs when both parties reach a satisfactory outcome. Have you experienced a win-win negotiation either in your workplace or in your personal life? How?