Answer the following questions in not less than 150 words each.

1.Define the following,
(a) Re-framing explanations
(b) Information is weakness effect
(c) Social bandwidth.
(d) Today car-buying customers can enter negotiation armed with accurate facts and figures about a car. Describe how car buyers felt before the age of the Internet.
(e) What is framing? How are frames critical in negotiations? How does an outcome frame function in an environmental dispute?
(f) Do compliance strategies result in long-term or short-term persuasion? Why?
(g) What are the five linguistic dimensions of making threats? Using the five linguistic dimensions, how can the threats be made more credible and compelling?

2. Describe a few of the many reasons why an agenda can be an effective decision aid.
(a) Summarize the five ways in which the complexity increases as three or more parties simultaneously engage in negotiation.
(b) When is it a good idea to let others draw their own conclusion? When is it dangerous to let others draw their own conclusions?
(c) Jenn and Mannix have studied the development and management of conflict over time in high performance task groups and examined three kinds of conflict typical to work groups. What are the three types? Explain.
(d) Explain how ingratiation helps a negotiator.