Instructions to candidates:
allowed: Three hours (plus an extra ten minutes’ reading time at the start – do
not write anything during this time)
Answer any FIVE questions
questions carry equal marks. Marks for each question are shown in [ ]
Analyze the importance of an international negotiator having high aspirations
during the negotiating process. Support your answer with examples. 
Critically evaluate the impact of regional differences on the effective
deployment of negotiating strategies. 
out and review the commonly recognized stages involved in closing a deal. 
Negotiating games are an ever present challenge in both local and international
negotiations. Analyze the main negotiating games typically seen and explain how
they can be overcome. 
Analyze and explain the impact of the cultural factors that affect negotiations
in the United Kingdom. 
Review the stages that a negotiator must consider in planning a negotiation.
Analyze how personal relationships and decision making in negotiations can vary
between countries. 
Managing international and remote teams is a key challenge for negotiators.
Explain what the key challenges are and analyze how they can be overcome.