Short Answer Questions:  There are 6 questions, valued at 6…

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…

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.

Short Answer Questions:  There are 6 questions, valued at 6…

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.