1. Salary Negotiation Discussion Qs
Describe how the following tactics were specifically & concretely used in your negotiation & comment on their effectiveness
Liking
Public commitment & consistency
Expertise
Whether similar others are influenced
Exchange norms
Scarcity of resources

2. Describe how these factors affected Negotiations
Type of Relationship between parties
Type of Emotions
Perceptions of Parties
Ability to Invent Options: What options were invented?
Best Alternative to Negotiated Agreement
Bargaining Style: Relate scores on personality characteristics here

3. Roles & Influence Tactics
To what extent did the supervisors & subordinates use different kinds of influence tactics
Describe these tactics. Which of these were based on research recommendations, which were not?
Was this different from other negotiations you may have had with supervisors/subordinates?
What did you learn from this experience for future negotiations?