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CONTRACT NEGOTIATIONS
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]