List at least one way how your role is similar & different from the other party’s role? –How may the similarities & differences affect interests/offers in the negotiation? Before starting discussion, in Pakistani Prunes Exercise

What is your initial offer? What do you think the other party may do in response to your initial offer? Why may they not agree with your initial offer? What will you do if you –do not have an agreement (i.e., What is your Best Alternative to a Negotiated Agreement (BATNA)? –have an agreement, to whom and how will the prunes be delivered? Before starting discussion, in Pakistani Prunes Exercise

How may the factors outlined in Thompson & Leonardelli affect your & the other party’s behavior? How will you ensure that they affect your negotiation positively? Before starting discussion, in Pakistani Prunes Exercise

Describe how you used your knowledge about these factors in your plan Negotiation Type of Relationship between parties Type of Emotions Perceptions of Parties Ability to Invent Options Type of BATNA Bargaining Style

Ability to Invent Options Fixed Pie Perceptions Time Pressure Search for a single answer Expectations about other party Describe how these affected your Ability to Invent Options during the negotiation

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

For those groups reaching agreements, what were they? –How creative/complex were the solutions –How many discussed how you will go about implement the agreement? –What precautions did you take to ensure the other side will follow through? For those who discovered the integrative agreement, how did you find out the ‘secret’? –What examples can you give of such a perfectly integrative, ‘win-win’ solution in the ‘real’ world? Questions on Reaching Agreement

For those reaching compromise – –How much disclosure was there on each side about how many prunes each side wanted? What they want to use the prunes 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