This document outlines an assignment for a negotiation skills course. It contains 9 questions across 3 sections. Section A has 4 short answer questions defining negotiation, differentiating argument from negotiation, explaining the bargaining stage of negotiation, and discussing flexibility as a principle of negotiation. Section B has 3 longer answer questions about mistakes that can cause negotiation failure, the importance of the opening period of negotiation, and defining international negotiation and arbitrator. Section C asks students to write a 1000 word paper on strategies and counterstrategies used in negotiation and to describe how they would select a 4 person negotiation team and designate a leader for an upcoming company merger negotiation.

1. CENTRE FOR CONTINUING EDUCATION
B.SC. (AVIATION STUDIES)
BATCH: _______________________
SEMESTER: _______________________
NAME: _______________________
SAP NO/REGN. NO: _______________________
ASSIGNMENT – 1
FOR
NEGOTIATION SKILLS
BS 201
UNIVERSITY OF PETROLEUM & ENERGY STUDIES

2. SECTION A
(Marks 20)
All four questions are compulsory. Each question carries 5 marks.
Q 1. Define Negotiation. Also, differentiate between argument and negotiation.
Q 2. What are the main constituents of Integrative and Distributive negotiations?
Illustrate with the help of examples.
Q 3. You will agree that bargaining is one of the important stages of negotiation
process. Explain this particular stage.
Q 4. Undoubtedly, ‘Flexibility’ is a very important basic principle of negotiations.
Surely, you agree to this observation. Please explain in detail this aspect
backed with couple of examples.
SECTION B
(Marks 30)
All three questions are compulsory. Each question carries 10 marks
Q5. A negotiation may fail because of some of the mistakes made by the
negotiation team. What are such mistakes that may be responsible for failure
of negotiation?
Q6 What the significance of ‘Opening period’ of negotiation? What all points
should be kept in mind by the every negotiation team?
Q 7. Right short notes on the following with examples:
a) International Negotiation
b) Arbitrator
SECTION C
(Marks 50)
Q 8. You have joined GLOBAL Avitrons, and your immediate boss, Mr Tonny Tosh
calls you in office, and shres with you that he has to deliver a talk of
strategies and tactics/counter tactics that negotiators use during any
negotiation. He wants you to write a paper for him that he can read and

3. prepare for delivering the talk in one of the BBA courses. Please write a
paper on the said subject. It should not be more than 1000 words. (Marks 30)
Q 9. You are the Director HR of one of the Aviation companies. Next week there
are to be negotiation for merger of your company with another company. You
have been asked by your MD to select the team of four negotiators for the
ensuing negotiation. He also wants you to nominate one of them as leader of
the said team. How will you go about the task, and what all will you keep in
mind to nominate the team and the leader? (Marks 20)