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Please answer the following questions with a detailed application to an example from your personal life/experience:Questions About Fairness and “Principled” Negotiation1. “Does positional bargaining ever make sense?”2. “What if the other side believes in a different standard of fairness?”3. “Should I be fair if I don’t have to be?”Questions About Dealing with People4. “What do I do if the people are the problem?”5. “Should I negotiate even with terrorists or someone like Hitler? When does it makesense not to negotiate?”6. “How should I adjust my negotiating approach to account for differences of personality,gender, culture, and so on?”Practical Questions7. “How do I decide things like, ‘Where should we meet?’ ‘Who should make the firstoffer?’ and ‘How high should I start?”8. “Concretely, how do I move from inventing options to making commitments?”9. “How do I try out these ideas without taking too much risk?”Questions About Power10. “Can the way I negotiate really make a difference, if the other side is more powerful?”And, “How do I enhance my negotiating power?”


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