Short Answer Questions:  There are 6 questions, valued at 6 points per question (36 total points), in this section of the exam. Please answer completely, but succinctly, and use examples where appropriate.  Question: Some people recommend opening in a negotiation, yet others recommend letting your counterpart open. Briefly, what is the reasoning behind each of these strategies?

Short Answer Questions:  There are 6 questions, valued at 6 points per question (36 total points), in this section of the exam. Please answer completely, but succinctly, and use examples where appropriate.  Question:  Some people like to use very competitive tactics such as deadlines, walkouts, extreme offers, or threats. Explain when these tactics are likely to be effective and when they are not.

Negotiation styles:

Short Answer Questions:  There are 6 questions, valued at 6 points per question (36 total points), in this section of the exam. Please answer completely, but succinctly, and use examples where appropriate.  Question:  What is your primary negotiating style? Give a brief example that demonstrates this style.

Basic negotiations terms:  Joe is currently working at a retail store making $8 an hour.  He has decided he would take any new job that offers him at least $9 an hour, but he would like to get at least $12 an hour.  He has an interview lined up and wants to think through some concepts before he goes to talk to them.  Define the following, relative to this new possible job opportunity:

Short Answer Questions:  There are 6 questions, valued at 6 points per question (36 total points), in this section of the exam. Please answer completely, but succinctly, and use examples where appropriate.  Question:  Explain the differences between a low context and a high context How might these differences affect a negotiation?

Short Answer Questions:  There are 6 questions, valued at 6 points per question (36 total points), in this section of the exam. Please answer completely, but succinctly, and use examples where appropriate.  Question: Explain the differences between distributive and integrative bargaining. How should your strategy differ when approaching each type of negotiation situation?

The Situational Matrix: See additional instructions below on how to enter your responses. 1) Label the two dimensions and what the resulting 4 negotiation situations are called.   2) Please also indicate at least one effective negotiating style to use in each situation.   3) Lastly, please place the following negotiation examples into the appropriate boxes: Corporate merger Used car purchase Choice of parking space (when two cars are going for the same space) Deciding where to go on vacation with your spouse   SITUATIONAL MATRIX Instructions to enter your responses below: In your answer area below, copy and paste the list (A – N) provided below (total of 14 individual responses). Fill in your answer next to each letter in your list identifying each letter in the Situational Matrix below (letters A and B are worth 3 points each, letters C through N are worth 1 point each – 18 points total). Copy and paste this list in to your answer area: A. – B. – C. – D. – E. – F. – G. – H. – I. – J. -K. – L. – M. – N. –  

Ethical standards or schools of thought:

Which statement regarding mood disorders is NOT true?