Eight Questions for the PROC 5840 Mid-Term Exam For the actual mid-term examination, you will answer four of these questions. The text, in Table 4.

Eight Questions for the PROC 5840 Mid-Term ExamFor the actual mid-term examination, you will answer four of these questions.1. The text, in Table 4.1 entitled Characteristics of Different Engagement Strategies, identifies several aspects of a competition (distributive), collaboration (integrative), and accommodative negotiation. It also offers a comparison and contrast among these three approaches to negotiation. Examine any three (3) of these aspects and explain how the two (2) different types of negotiation strategies (i.e., Competition and Collaboration) deal with each aspect.2. The text defines conflict and describes its functions, dysfunctions, and benefits. The text also offers two (2) figures (i.e., 1.3 the Dual Concerns Model and 4.1 the Dual Concerns Model). How can a buyer and a supplier resolve a conflict that could potentially frustrate the establishment of an interdependent relationship in which one party’s outcome determines the other party’s outcome—resulting in a collaborative and problem solving integrative negotiation? Give the rationale for your answer.3. In Chapter 4, the text identifies seven (7) Phases of Negotiation in Figure 4.2. How do these phases relate to the five (5) Positions Taken During Negotiation in Chapter 2? Do these phases and positions apply equally to distributive and integrative negotiations? Explain your answer.4. The text in Chapter 3 list six (6) elements characteristic of an integrative negotiation. What relationship do these elements have to the creation of value in the Pareto Efficiency Frontier? How can these elements constitute or contribute to the identification or creation of Pareto efficient solutions? Explain your answer.5. The presentation entitled Negotiations and Supply Management, part of the assigned outside reading material, identified four (4) distinct Negotiation Types (i.e., Win-Win, Win-Lose, Lose-Win and Lose-Lose). Explain the difference between a win-lose situation and lose-win situation through the use of both distributive and integrative negotiation principles and practices. Does preparation time, for example, differ with respect to a win-lose and a lose-win negotiation? Elaborate on your explanation.6. Explain the concept of BATNA. Briefly describe the rationale for creation and maintenance of a BATNA, specifically relative to negotiation planning and strategy selection. Provide an example to illustrate your answer. 7. The text, in Chapter 1 and on Figure 1.3, indicates that Compromising “represents a moderate effort to pursue one’s own outcomes and a moderate effort to help the other party achieve his or her outcomes.” Is this seemingly indifferent position or approach indicative of an accommodative negotiation? In addition, the article entitled Advanced Negotiation Strategies and Tactics, part of the outside reading material, elaborates on the role of Compromising relative to accommodative (yielding) negotiation. How does Compromising relate to Figure 4.1 The Dual Concerns Model in Chapter 4? Give the rationale for your answer8. In Chapter 2 of the text, the authors refer to five (5) positions (i.e., from opening offer through closing the deal) taken during a negotiation. Moreover, the text states: “Negotiation is iterative. It provides an opportunity for both sides to communicate information about their positions that may lead to changes in those positions.” Can this situation offer an opportunity to engage in an integrative negotiation by applying the 4 major steps in the integrative negotiation process? Would it be possible to convert a distributive process to an integrative process during a negotiation? Explain your answer.