ELR 640 Negotiations
1. This exam is worth a total possible 25 points. You will receive one (1) point if your name is at the top of your exam. (This is as close as I get to a bonus point!).
2. You can receive up to six (6) points for each fully developed answer on the exam.
3. For each question, be sure to carefully read the question. Your answer can be limited to a paragraph, but it is important that you follow the directions (for example, to compare two ideas, or to give three examples of a concept) – look at the verbs within the question.
4. Please do not use bulleted items or phrases. Your answer should stand on its own (be able to be read separately from the question and still make sense to the reader).
Throughout our course the point has been repeated that the choice of lead negotiator or negotiating team spokesperson is very important to the team and its success in negotiations. You gained information about the necessary qualities (characteristics) of an effective lead negotiator in your text, in the workbook and in your simulation. Identify five personal qualities (not job title or background) that you have learned are important to have as an effective negotiator. Describe them in order (most important quality first) and defend your ratings of each of these five characteristics – why you gave that level of importance to the characteristic.
Our text author Robert Cassel devotes much of his book to detailed information, directions and advice for management’s side in traditional negotiations. However, in Chapter 16 Cassel describes the elements of collaborative negotiations. Compare and contrast the strategies and processes of these two approaches to negotiations (traditional and collaborative) – be specific in your comparisons. (As an example,, traditional negotiations focuses on the two difference positions, while collaborative negotiations attempts to focus on shared interests).