Negotiation and Conflict Management

exam question.docx Johnson Lai JL X References Mailings Review View Help 9 Search Share Comments A A Aa- A AA EE SEEA 21 AaBbCcDd AaBbCcDd AaBbCc|AaBbCct Aa B Find - AaBbCCD AaBbCcDd AaBbCcDd 4 Replace 1 Normal 1 No Spac... Heading 1 Heading 2 Title Subtitle Subtle Em... Emphasis Select - Dictate Voice ont Paragraph Styles Editing . 2 . X 1. 1 . I . . 4 . . 5 . 7 . 8 . 9 . 1 . 10 . 1 . 11 . 1 . 12 . 1 . 13 . 1 . 14 . 1 . 15 . . . 17 . 1 . 18 . Question 2 Draw the following two graphs: (a) The first graph should represent a distributive fixed-pie negotiation between two agents. You must (i) explain what each point on the graph represents and (ii) indicate CF where a BATNA will usually lie on the graph and explain why. AIRFLOW 4 . 1 (b) The second graph should represent an integrative negotiation between two agents. You must (i) explain what each point on your graph represents and (ii) indicate how the reservation points of each agent are represented in the graph