Midterm exam help!! only one hour to complete


  • There will be five (5) Essay questions with a value of 20 points each, for a total pursuable degree of 100 points. 
  • Students will have 3 hours (180 minutes) to complete the MID-TERM EXAM. 
  • Your reference to academic terms and issues discussed in class as well as your own perspective will be essential for students’ evaluation process. 

1.Under your personal view, what bargaining scenario would you most prefer, and why? Would you apply exclusively a distributive or an integrative negotiation style? … or both? Explain the role played by the principle of interdependence. 

2.Prepare a negotiation strategy.  Analyze all options and strategies you may deem applicable.  What do you consider is the role of Ethics in Negotiations and describe the process of resolving the moral problems you would confront as a negotiator.   

3.What are the essential aspects of considering perception, cognition and emotions in Negotiations and explain the relevance of the role played by communication. Consider all possible aspects. 

4.What would be the best way to find and apply negotiation power ? How would you apply and exert influence to pursue a successful result in negotiation process ? 

5. Describe the relevance of relationships in negotiations and what are the most relevant challenges for a manager ?

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