What were your perceptions about negotiation before reading the first three chapters? Did you perceive negotiation as distributive or integrative? How has your thinking changed after reading the first three chapters?

Should you always use the same negotiating strategy in every situation? Explain your reasoning.

Although research indicates that exaggerated opening offers are correlated to higher settlements, there are disadvantages to this tactic. What are the two disadvantages of making exaggerated opening offers in a distributive bargaining situation?

The authors present four alternatives for dealing with hardball tactics. List and briefly describe each one. Which do you think would be most effective in helping you achieve your outcomes in a negotiation and which do you think would be the least effective in achieving your outcomes? Why?