1. How many pairs came to an agreement where both parties got all the fruit? –Why do you think you reached this agreement? Answer with relevance to applying the theory/research to your experience in the role-play? (see next slide for more details) Warm-up Questions

2. Ability to Invent Options Negotiation Outcome Fixed Pie Perceptions Pre-mature judgments Search for a single answer Describe how these affected your Ability to Invent Options/How did you control for their effect/how should you have controlled for it?

3. How did these affect your negotiation/how did you control for their effect/ How should you have controlled for their effect? Negotiation Type of Relationship between parties Type of Emotions Perceptions of Parties Ability to Invent Options Type of BATNA Bargaining Style

4. Additional Discussion Qs not covered in class but can be used to flesh out answers to questions on earlier slides

5. For those groups reaching agreements, –How many discussed how you will go about implement the agreement? –What precautions did you take to ensure the other side will follow through? What examples can you give of such a perfectly integrative, ‘win-win’ solution in the ‘real’ world? Questions on Reaching Agreement

6. For those reaching 50-50 compromise – –How much disclosure was there on each side about how many fruits each side wanted? What they want to use the fruit for? How would your negotiation have benefited from more disclosure? For those groups NOT coming to an agreement, what were the problems? –What could you have done to make progress? Questions on Non-agreement/Compromises

7. Did the parties trust each other? Why or Why not? Did the parties negotiate about positions or interests? How easy/difficult is it to reach an integrative (win-win) agreement? Questions on Process