1. Three psychological mechanisms for building trust are provided: the similarity-attraction effect, mere exposure effect, and propinquity effect. In your experience, which of these effects have you seen the most of? Provide a brief example. Can negotiators use these effects to their advantage in negotiations?
2. A list, six different types of resources people can exchange in interdependent relationships: love, money, services, goods, status, and information. Can you provide an example of a negotiation where a subjective value “item” was exchanged? Was it one of the ones listed or something else?
3. There are four types of power in negotiations: alternatives (BATNA), information, status, and social capital. Can you think of a time when you have used one of these forms of power in your negotiations? Would another form yield better results?
4. What is your take on lying? Have you ever lied or misrepresented yourself for personal gain? Now put yourself in a struggling salesperson’s shoes. Would you feel bad about lying to get your sales up or would you feel as though that is the game in the sales industry?
5. Miscommunication is listed as one of the ways that can lead to mistrust in the negotiation. Can you recall any personal or professional situation that occurred because of miscommunication and required repairing on your end? Please include any of the 10 steps that you used towards repairing the broken trust as listed in the book, how effective were they based on your experience?
6. As a man have you ever experienced any of the four Key reasons that act as barriers for women (P. 156 6th edition)? If yes, how were you able to overcome them? If not, which skill or skills would you contribute to your ability to negotiate?