From "The Movie Negotiator"

1. Identify different ways Danny controlled the negotiating environment.

2. Identify three joint interests the negotiators tried to use.

3. Identify five additional ways Danny increased his leverage in the negotiation.

4. Identify three ways in which Sabian increased his leverage in the negotiation.

5. How did Danny help the other officers "stand in Danny's shoes"?How did he maintain rapport, respect, and sympathy towards himself?

6. Identify three ways Danny conveyed that he was an experienced negotiator?

7. Identify three assumptions made about Danny that affected perceptions and tactics.

8. How did the public and press influence the negotiation?

9. How did each side use bluffs to manage perceptions and gain (or attempt to gain) leverage?

10. How different negotiators used power in negotiations?