management questions

Short answer:

Q1.explain each one:

· arrange a personal meeting:

· Put the focus on the relationship:

· Apologize:

· Let them vent:

· Do not get defensive:

· Ask for clarifying information:

· Test your understanding:

· Formulate a plan:

· Think about ways to prevent a future problem: .

· Do a relationship checkup:

Q2: ( you will need to explain each points )

-liar can be caught and face criminal charges

-damage reputation

-negotiator might reduce the size of his bargaining zone

Q3. Negotiators focus on the competitive aspect of the deal and forget about the creativity aspect. This tendency is driving by the fixed pie perception, the belief that it is a win-lose enterprise.

Explain each one on your own words

a. Understand the problem.

b. Devising a plan.

c. Carrying out the plan.

d. Looking back.

Q4 :Challenges:

1- dealing with coalitions

2- coming up with trade off

The major strategy of dealing with this negotiation include knowing who they will find at the table, use the art of brainstorming, and also strive for average participation.

Q5: you will need to explain each points

three dimensions:

1- individualism versus collectivism

2- egalitarianism versus hierarchy

3-direct versus indirect communication

Two advices: avoid arguing, focus on understanding