T Questions:

1- Who do you think is responsible for employees being placed in the "in-group" or the "out-group"the leaders or the employees themselves? Explain your answer.

2-In what situations might it be useful to let the other party know your BATNA at the beginning of a negotiation? In what situations would it be best to keep that information to yourself? Explain your answer.

3- Recall different sources of power discussed in chapter 13. In your own experience, what type of power have you encountered most often?