Answer the following questions:

1. Why is face-to-face negotiation the preference of many negotiators? How do generational differences affect a negotiator's choice of communication medium?

2. What are some behaviors that are generally regarded to be unethical in negotiation? Under what conditions do people usually engage in this kind of behavior? Why is it so difficult to specify "ethical" or "unethical" behavior? How does this relate to the concept of determining "fairness"? What are some strategies a negotiator can use to determine whether a given behavior is ethical?

3-a) what are some key differences between individualistic and collectivistic cultural values? What are the implications for negotiation?

3-b) how do differences between direct and indirect communication cultures affect how negotiators share information?