1. Explain three of the four common mistakes (“traps”) negotiator make. Describe two reasons why these mistakes occur?

Answer) Three of the four common mistakes that negotiator makes are: they get straight to business; they don't listen, and they have an unprepared best alternative. These mistakes occur because the negotiator might feel uncomfortable and the mindset of the negotiator is not right.

2.      When preparing for a negotiation, what process should the negotiator follow? What questions should the negotiator ask within each area of preparation (name at least three per areas)?

Answer) When preparing for the negation, the process that negotiator should follow is to clear that either he or she is in the situation of negotiation or not, background information, the aim, the plan. The negotiator should ask the basic questions in the area of preparation that what should be the level of confidence, what to offer to the second party, and what the self-interest is. These questions would be helpful at each stage of preparation for the negotiation process.

3.      What are the main differences between a purely distributive negotiation situation and negotiation situation with integrative potential (name at least three)? Describe two distributive (pie-slicing) strategies as well as two integrative (pie-expanding) strategies?

Answer) The main three differences between purely distributive negotiation and integrative potential negotiation are: distributive negation ends up in the situation of win-lose while integrative negation ends up in the situation of win-win; distribute negation is competitive while integrative negotiation is collaborative, and conflicts are intensified in distributive negotiation while conflict management is the tool of integrative negotiation.

Two distributive negotiation strategies are assessing BATNA to further improve it, and determining the point of reservation without revealing it. Two integrative negotiation strategies are sharing information to build the trust, and avoiding single-issue offers and making package deals.

4.      What does a win-win negotiation really mean? What are some (two) of the misperceptions about the meaning of win-win negotiation? How does a negotiator realize that win-win solutions could be possible (name two telltale signs of integrative potential)?

Answer) Win-win negotiation means the agreement is reached by negotiating party after taking interests of others into account. Two of the misperceptions about win-win negotiation is that resources have not been wasted, and the bargaining zones have been divided. Negotiator realizes that win-win is possible by asking questions, taking the perspective of other party and getting to know their priorities and interests. Two telltale signs of integrative potential are: how much issues the negotiation contains, and is the preference of both parties the same or not.

5.      What are the main important point (explain three) about the emotion that a negotiator should understand in order to reach optimal negotiation outcomes?

Answer) The main three important points about emotions that negotiator needs to consider are emotional consistency, understanding the emotional triggers, and beware of the things that the negotiator is enforcing.