Explain what a negotiation plan is and analyse its typical components

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Instructions to candidates:

a) Time allowed: Three hours (plus an extra ten minutes’ reading time at the start – do not write anything

during this time)

b) Answer any FIVE questions

c) All questions carry equal marks. Marks for each question are shown in [ ]

1. Explain what a negotiation plan is and analyse its typical components. [20]

2. Explain the key negotiation parameters usually seen in any negotiation. [20]

3. Analyse the advantages that are typically associated with the process of negotiating in pairs. [20]

4. Review the importance of undertaking planning and preparation in advance of any negotiation. [20]

5. Assess the significance of the following in the negotiation process:

a) Managing the relationship [10]

b) Expectation engineering [10]

6. Explain how the following can support the self-preparation process in negotiations:

a) Mental imaging [10]

b) Performance imaging [10]

7. Review the FIVE basic techniques that contract negotiators typically utilise. [20]

8. ‘At the heart of any negotiation is the use of ploys, tricks, devices and diversions.’ Analyse FIVE

typical ploys and explain how EACH can be effectively countered. [20]

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