Final Examination

Final Examination

1. Please answer the following questions in English.
2. May pick any two of the below questions.
3. Grammar and spelling errors will be counted.
4. Should be due by this midnight at "taiwan89_93@hotmail.com" or "taiwan8995@gmail.com"

Q1: What are the differences between "negotiation" and "persuasion"?

Q2: What is "politically astute negotiation" mentioned in class and what are your reflections on it?

Q3: How do you unearth the needs, interests, concerns or even fears of the party you negotiate with in order to achieve a win-win ending?

Attention - for those who have to take final exam

1. The essay questions of the final exam will be posted on this course blog around tomorrow afternoon.

2. You may answer the questions at your home and send me an email at "taiwan89_93@hotmail.com" or "taiwan8995@gmail.com" by 2300 p.m. tomorrw.

3. Or, you can still come to the classroom and take the test.

About your final examination

1. The final examination will be 3 essay questions, based on the topics we discussed on this blog here.

2. Julia's final exam can be waived too.

How to make your presentation more persuasive?

When we make our presentation (offer) during a negotiation, we always have to take other party's interest, concern and fear into our consideration. Then we produce a proposal mutually acceptable. Nevertheless, such a win-win proposal cannot always be attained, though we aspire to and work hard on it. Sometimes, we still have to use "persuasiveness" to present our points in a sophisticated way -- never to offend or irritate the other party you are negotiating with.

Usually, the "persuasiveness" can be achieved by:
1. challenging his (her) needs
2. challenging his expectation
3. challenging his power (including the figure, parameter, examples, precedence he raises)
4. winning his fondness (liking) for you

The final exam of the following students can be waived:

李明鴻、溫朝龍、李香蘭、吳凌、倪燕芸、劉蕭濱

During the process of negotiation, when you have conflict with the other party, how would you deal with it?

Conflict Settlement.

After unearthing or verifying the other party's interests, fears, or concerns, how would you present your case (proposal)?

Usually, we have 2 models for the above -- "4-step model" or "Greek style model." But the question is what language we can use when applying either of the two models.

How to ask proper questions to verify your assumptions, or to unearth his (her) interests, concerns and fears?

Asking proper questions (direct, indirect) can be very important and instrumental in negotiation.
But how?