Negotiations

Answer 8 Questions using the structure of introduction body and conclusion. Using clear examples and based on the case study attached. (1000 words in total.) 1. What were the key issues to be negotiated in the case study? What were the main objectives of the parties? Provide specific examples and explain your answer. 2. How did Mr. Zamanek initially prepare for the negotiation with the Chinese? How did he gather information and what was the purpose of this information? Provide specific examples and explain your answer. 3. Critically assess, evaluate, and define the importance of an BATNA in negotiations. What was Mr. Zamanek’s BATNA going into the negotiation? Provide specific examples and explain your answer. 4. Clearly explain your understanding and knowledge of both Integrative and Distributive Style of Negotiating. Cite your sources. 5. Which style of negotiating did Mr. Zamanek use throughout the negotiation? Provide specific examples and explain your answer. 6. Which style of negotiating did the Chinese teams use throughout the negotiation? Provide specific examples and explain your answer. 7. What obstacles did Mr. Zamanek face when negotiating with the Chinese? Clearly explain using the case study. 8. What did Mr. Zamanek and his team ultimately learn from their negotiations with the teams from China?