|Answer ONE question. Work limit: 2000 words excluding bibliography. Your essay should include illustrations from at least five of the negotiation exercises during the term. Please pay close attention to the ‘Important Advice to Students’ below before starting your essay.
1. Towards the end of an important but protracted negotiation, your opposite number has just announced their ‘final offer’. You are uncertain whether or not they are bluffing. What signs would you look for in their interests, behaviour and emotions as a guide to whether you should accept or hold out for more? What steps might you take at this stage in the negotiation to probe their sincerity and why do you think this will be effective?
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Your answers should consider different types of negotiation, especially distributive and integrative, refer to the course materials and use illustrations from at least five of the negotiation exercises during the term.
Word limit: 2000 words excluding bibliography.
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