Negotiation

Negotiation Order Description Question 1. (50 marks in total, 10 marks for each term) Define the following terms, and use one example to illustrate each term. (1). BATNA (2). Win-win (3). Anchoring effect (4)- Lying (5). Social dilemma Question 2. (50 marks in total) (1) Please discuss the concession strategies in distributive negotiation/ (2) How to use “anchoring effect” in distributive negotiation? (3) What are the potential ways to establish trust with others? (4) Please define escalation of commitment and illustrate it with an example in your life. (5) Some people say that negotiators always have to lie. Please comment on this claim. (6) “Negotiators should always display positive emotions during negotiations.” Please comment on this view. (7) What is social dilemma? Please give an example in our life. (8) Please identify five components in the exercise of “Five Tricks”, and discuss their possible meanings in our work/life. End Question 1. (50 marks in total, 10 marks for each term) Define the following terms, and use one example to illustrate each term. (1). BATNA (2). Win-win (3). Anchoring effect (4)- Lying (5). Social dilemma Question 2. (50 marks in total) (1) Please discuss the concession strategies in distributive negotiation/ (2) How to use “anchoring effect” in distributive negotiation? (3) What are the potential ways to establish trust with others? (4) Please define escalation of commitment and illustrate it with an example in your life. (5) Some people say that negotiators always have to lie. Please comment on this claim. (6) “Negotiators should always display positive emotions during negotiations.” Please comment on this view. (7) What is social dilemma? Please give an example in our life. (8) Please identify five components in the exercise of “Five Tricks”, and discuss their possible meanings in our work/life. End