Your professor suggested that “erratic behavior can be a powerful weapon” in a negotiation. Do you agree or disagree? What is the potential value in such behavior and what are the pitfalls? Provide your thoughts in a paragraph or so.
Reread pages 128 through 134 in the book. Explain your position on the value (or lack thereof) of apologies before, during, or after the negotiation process. Provide support for your position.
Why is it a good idea to commit the results of a negotiation (even a simple one) to writing? Can you think of any drawbacks to committing the results to writing?
The book discusses active listening as a means of helping move negotiations forward to resolution. Describe how you understand this process. What are the benefits of active listening during a negotiation? Are there any disadvantages to active listening?
During the lecture, your professor listed five things that you should not let bother you during a negotiation – see if you can remember three of them and list them.
