Corporate Law Exercise

This document contains exercises and solutions for corporate law. It includes exercises on negotiation skills, creating and claiming value, improving fact finding, and more.

EXERCISE (CORPORATE LAW)
Corporate Business law
[DATE]
[Company address]

Table of Contents
EXERCISE 1.1.........................................................................................................................................................3
EXERCISE 2.1.........................................................................................................................................................6
CREATING/CLAIMING VALUE FORM.............................................................................................................7
EXERCISE 4.1.........................................................................................................................................................9
EXERCISE 4.2 Developing Opening Statements...................................................................................................9
EXERCISE 4.3.......................................................................................................................................................10
Asking High- Yield Questions...........................................................................................................................10
EXERCISE 4.4.......................................................................................................................................................12
EXERCISE 4.5.......................................................................................................................................................12
TURNING ISSUES INTO INTERESTS...............................................................................................................12
EXERCISE 4.6.......................................................................................................................................................14
Identifying Additional and Hidden Interests......................................................................................................14
EXERCISE 4.7.......................................................................................................................................................14
Using the Appropriate Muscle Level.................................................................................................................14
EXERCISE 4.8.......................................................................................................................................................16
Using the Appropriate Muscle Level.................................................................................................................16
EXERCISE 4-9......................................................................................................................................................16
Taking Appropriate Breaks From the Table......................................................................................................16
EXERCISE 4.10.....................................................................................................................................................17
Using the Power of Balance...............................................................................................................................17
EXERCISE 4.11.....................................................................................................................................................17
Using the Power of Balance...............................................................................................................................17
EXERCISE 4.12.....................................................................................................................................................18
Using the Power of the Apology to get the Negotiation Back on Track............................................................18
EXERCISE 5.1.......................................................................................................................................................20
The Power of Perspective Management.............................................................................................................20
EXERCISE 5.2.......................................................................................................................................................20
The Cost of Not Using Perspective Management..............................................................................................20
EXERCISE 5.3.......................................................................................................................................................22
Using Perspective Management More Effectively............................................................................................22
EXERCISE 5.4.......................................................................................................................................................22
EXERCISE 5.5.......................................................................................................................................................26
EXERCISE 5.7.......................................................................................................................................................27
EXERCISE 5.8.......................................................................................................................................................28
EXERCISE 5.9.......................................................................................................................................................29
EXERCISE 5.10.....................................................................................................................................................30
EXERCISE 5.11.....................................................................................................................................................31
EXERCISE 5.13.....................................................................................................................................................31
The Power of Looking for Reasonable People..................................................................................................31
EXERCISE 5.14.....................................................................................................................................................31

The Power of Doing the Unexpected.................................................................................................................31
EXERCISE 5.15.....................................................................................................................................................32

EXERCISE 1.1
Negotiation Survey
As an HR employee, who negotiates with employees, candidates, vendors, etc. on a daily
basis I spend around 80% of my time negotiating at work.
2. Rate your effectiveness as a negotiator at work on a scale from 1 to 10, where 1 is "very
ineffective" and 10 is "very effective." For example, rating yourself a 1 could indicate that
you give in on all of your interests to keep the peace or, alternatively, that you never back
down and that most of your negotiations escalate into a fight. Rating yourself 10 means that
you possess the Wisdom of Solomon and can successfully negotiate a flawless settlement for
every conflict:
I rate myself as 7 in possessing the Wisdom of Solomon when negotiating a perfect
settlement for situations happening at work considering that work is a more structured
predictable environment, and negotiations are conducted based on existing policies and
procedures set.
3. What will be the biggest challenge facing you in your business/professional career in the
coming year?
The biggest challenge facing me in my business/professional career in the coming year would
be negotiating and having a serious conversation with the head of the department about the
necessity of a salary increase and promotion at this stage of my career. This will increase my
career satisfaction and motivation at work. Also, this would be a positive right step in career
development.
4. Rate your effectiveness as a negotiator in your personal life outside work on a scale from 1
to 10, where 1 is "very ineffective" and 10 is "very effective." Again, rating yourself a 1
could indicate that you give in on all of your interests to keep the peace or I alternatively, that
you never back down and that most of your negotiations escalate into a fight. Rating yourself
10 means that you possess the wisdom of Solomon and can successfully negotiate a perfect
settlement for every conflict:
I rate myself as 6 in possessing the Wisdom of Solomon when negotiating a perfect
settlement for every settlement in my personal life outside work, as situations outside work
could be very diverse and not as predictable as they would be at work. Generally, I tend to

give in my interests during my personal life to keep the peace.
5. What will be the biggest challenge facing you in your personal life in the coming year?
The biggest challenge facing me in my personal life in the coming year is maintaining a
university-work-life balance and trying to find the balance to have the time for myself, my
family, my friends, yet still being capable of giving my studies the utmost effort. Also,
learning how to control my emotions and maintain a positive outlook no matter what
situations might be faced throughout the coming year.
6. What would you like to learn or how would you like to be able to negotiate differently as a
result of reading this book and improving your own negotiating skills?
I would like to learn about the different skills needed during a good negotiation discussion
and to discover my own negotiation style. Furthermore, learning how to control my emotions
and facial expressions would be interesting.

What advantages would you accrue to you from becoming a better negotiator?.
The advantages I would accrue from becoming a better negotiator would be to have effective
communications and discussions where an alternative benefitting everyone would be reached.
Moreover, becoming a better negotiator would allow me to better understand and consider the
needs, internets, and expectations of all parties in order to reach a decision that satisfies both
parties
8. What advantages would accrue to your company or organization from your becoming a
better negotiator?
As a Training & Recruitment Specialist working in the Human Resources Department, the
advantages that would accrue to my company from being a better negotiator are being able to
negotiate effectively and efficiently with the various parties I tend to have business
relationships with. Whether it is negotiating with a prospective candidate regarding their
starting salary or with a training institute regarding the price, quantity, and quality of an
upcoming training course, the main benefit would be to ensure the bank is represented in a
professional manner while having these negotiations and to ensure that the highest quality is
provided to the bank with the most efficient cost.

EXERCISE 2.1
Creating and Claiming Value
1. Think of the last negotiation you were in. Briefly summarize that negotiation on a separate
sheet attached hereto as "Exercise 2.1: Attachment A.
The last negotiation I was in was conducted last week at work, where I negotiated with a
potential candidate their starting salary. As an HR employee, it is about keeping the bank's
expenses within the budget and gaining the candidate's acceptance of the offered amount
within the approved amount. I called the candidate and offered them 1000 Bahraini Dinars,
keeping in mind that the amount offered was given based on their years of experience and
education level, as well as, within the expected figure given by them at the time of the
interview (above 1000 Bahraini Dinars). However, the candidate advised that they expect BD
100 more and that they are highly interested in joining and being part of a prestigious bank.
During the conversation, I tried leveraging the discussion and persuading them that the initial
amount, along with the other offered benefits should be acceptable. Knowing that the
management has given us a BD 100 plus window to the original base amount, I gave the
candidate another call and offered them BD 50 more to the initial amount, telling them that
this amount if the maximum that would be offered. The candidate accepted the offer and was
pleased that their negotiation was successful in terms of the amount increasing, and as an HR
employee, I was able to get the candidate to accept the offer and yet keep the expenses within
the budget.
2. Rate yourself from 1 to 10 on how well you created value in that negotiation, where 1 is
"created little or no value" and 10 is "created a great deal of value."
My effectiveness in creating value in my last negotiation was: 8.
3. Next, rate yourself from 1 to 10 on how well you claimed value in your last negotiation,
where 1 represents "obtained little or no value for me' and 10 represents "obtained a great
deal of value for myself."
My effectiveness in claiming value in my last negotiation was: 8.
The next step is to study how you create and claim value in your next three negotiations. This
will help you determine your own pattern in creating and claiming value. To be an effective

negotiator, you have to be good at both creating and claiming value. The following form has
been designed to help you examine your own pattern of creating and claiming value.
CREATING/CLAIMING VALUE FORM
1. Briefly summarize a second negotiation that you participated in on a separate sheet
attached hereto as "Exercise 2.1: Attachment B."
Exercise 2.1: Attachment B
A second negotiation that I participated in, was a personal one and related to deciding on the
country to visit when planning for a trip with my friend. I wanted to go to any country where
there is a beach, a chance to relax, and a chance to get away from the hustle. However, my
friend had a more active sort of trip in mind, where she wanted to take part in adventurous
activities. My key issue was wanting to have an experience that will give me a chance to de-
stress, and it is the only time I will be given a holiday from work for a while. Accordingly, I
planned ahead by researching a list of countries which has the option of doing both. I was
willing to consider many possibilities and combinations of options where we can reach a
common ground. I found some countries where I could enjoy and my friends can have an
adventure. I finally expressed my need and gave them options so that we both can enjoy the
holiday accordingly. She finally agreed to my requested options.
Rate your effectiveness in creating value (1-10): ____8____
Rate your effectiveness in claiming value (1-10): _____8___
2. Briefly summarize the third negotiation on a separate sheet attached hereto as
"Exercise 2.1: Attachment C."
Exercise 2.1: Attachment C
A third negotiation which I participated in was taking interview of the candidates for
the job. I consider their profiles and asked them to make their proposition of the salary they
desire. The salary I was going to provide them was 500 DINAR. The candidate makes their
salary 100 DINAR more than provided. I finally agreed to provide them their desired salary
and still have benefitted the company as I can increase the amount by 200 DINAR. Finally,
the candidates were very happy and satisfied and the company was also satisfied with saving.

Rate your effectiveness in creating value (1-10): ___8_____
Rate your effectiveness in claiming value (1-10): ___7_____
3. Briefly summarize the fourth negotiation on a separate sheet attached hereto as
"Exercise 2.1: Attachment D."
A fourth negotiation which I participated in a transaction for the purchase of decorating items
for the house while traveling in a different country. The price of items was $300 in total. I
after bargaining with the seller changed his price to $250. This made the saving of $100. It
gave me a profit of $50.
Rate your effectiveness in creating value (1-10): ___8_____
Rate your effectiveness in claiming value (1-10): ____8____
4. From your observations in these three negotiations, what do you do well in the area of
creating value?
I created value for both the parties, time adjustment, fulfilling responsibilities or duties,
maximum satisfaction of company.
5. From your observations in these three negotiations, what specifically do you need to do to
improve your skills in creating value?
In negotiation, the best alternative to a negotiated agreement (BATNA) is the strongest
source of power. When you have a strong alternative you will be ready to walk away from the
deal that is inferior to your BATNA.
6. From your observations in these three negotiations, what do you do well in the area of
claiming value?
I bargain in the market for decorative items in the foreign country market.
7. From your observations in these three negotiations, what specifically do you need to do to
improve your skills in claiming value?
In order to improve skills in claiming value, there should be distributive bargaining.
In this, each side tries to get as much as possible. Here competitive tactics are used to

convince another person that he wants only that you offer him much more what he wants
what he has, example concealing of information.
EXERCISE 4.1
Improving Fact Finding
1. In the space below, briefly describe a situation in which not having all the facts caused you
to be a less effective negotiator than you could have been.
In a situation when a developer of a building was seeking to build a high rise
condominium building in a village which is going to experience a development boom.
Longtime residents of the village were fighting that proposal and were fighting that another
tall building would increase congestion and noise pollution. The company hires a consulting
firm which presents a study which shows that the building would bring more benefits than the
harm to the village. The village afterward hired their own expert, who gave the opposite
conclusion. This caused unsettlement between the developer and village residents.
2. What do you have to do to better gather all the necessary facts in the future?
In order to gather necessary facts in the future, rather hiring an expert for the analysis
of the situation I will decide to work together cooperatively and will decide as to how
information should be gathered, analyzed and interpreted.
EXERCISE 4.2
Developing Opening Statements
Write an effective opening statement for a negotiation you are in now or are about to enter.
Critique your opening statement on mutual benefits, core values or principles, use of
superordinate goal(s), benefits to negotiating, and/or the cost of not negotiating. Then ask
several good negotiators to critique your opening statements from time to time.
I was having an interview for a promotion. In my opening statement, I started as I talked
about the time I helped the company earn any profits. I helped the company at every end. I
helped the company to provide the better employee. I saved lots of income from the losses
the company could have suffered. I deserve promotion for the time I devoted.

Now criticizing the opening statement as talked above. The statement used opening statement
should be in terms of mutual benefit as it has not only benefited the company but also helped
in the development of the employee working in the company. They helped each other in
every part possible. They are like family taking care of each other. The core values of the
company were followed by the employee at every point and believed that it is always better
to follow the principles laid down by the company as it helps to keep the company and its
employee in the better position and status from other companies. The goals provided by the
company are the goals for the employees. They should consider the goal of the company as
the goal of their also. They should work hard to achieve those goals.
According to the good negotiators they stated that the employee shall always consider these
things for the opening statement. The first impression is the last impression and every
employee shall give their best to make that impression as the best one. There shall be a set
tone of the meeting or the interview for a promotion, which is a polite one. One should have a
polite tone and shall express everything politely so that the company or the authority could
easily understand what you want to express and shall not lose temper. The employee shall
outline his goals similar to that of the company so that if the goal of the company becomes
the goal of the employees. They shall set out the principles which would be followed by the
employees of the company.
EXERCISE 4.3
Asking High- Yield Questions
Observe several of your own negotiations and those of others. Were high-yield
questions used? What was the impact of the presence or absence of high-yield
questions? What have you learned that will increase your effectiveness in asking high-yield
questions? In the space below I write down what you have learned and then prepare several
high-yield questions for your next negotiation.
Yes, high-yield questions were used. It has a very important presence at the time of the
interview because at the time of the interview it helps the interviewer to identify the mentality
and the thought process about the job for which he is pursuing an interview. It helps to
identify the thinking about the things he or she considers the company. High-yields questions
help to identify the reason behind choosing this job. It helps in controlling the unqualified
people and those who are not suitable for the job. I have learned that whenever high-yield
questions are asked it helps in identifying the suitable person for the jobs. It helps in getting

the right person for the job. The high-yield questions are basically used to identify the
detailed concern about the job, its positive and negative aspects of the company, changes
which the company should do in order to get better for the future. I learned that high-yield
questions are very important for the company. They help in determining the proper and
suitable member of the company. There can be many members or the employee of the
company but not the proper or suitable one. So for that, there are some high-yield questions
designed by me for better negotiation.
a. What reason would you give for your position?
b. Is there any reason that you cannot do?
c. Why do you think this is a fair or reasonable condition?
d. Why this provision or point is important?
e. What proposal concerns you the most?
f. What document and proof you will provide to validate your position?
g. What else do you think I should know?

EXERCISE 4.4
Effective Pausing
Observe the people you negotiate with. Who pauses effectively? Who does not? What
effect does pausing and not pausing have? Next, observe yourself negotiating. When do you
pause effectively? When don't you?
While observing two people while negotiating, one person is talking and trying to explain
something to the second person. Whereas, the second person other than listening to the first
person starts speaking further on that topic which the first person is explaining. Here the first
person stops and listens to the second person. When the first-person start explaining, then the
second person again interrupts. In this scenario, the first person listens to the second person
carefully but the second person does not listen to the first person. The pausing and not
pausing has a great effect on the other person who is interviewing or any other person
because when the person has paused it means he is listening and understanding carefully what
the other person is saying. Pausing helps us to listen and when we listen, we learn.
When I will be negotiating I will always pause when the other person is speaking. I will hear
and understand each and every statement of the other person. After listening I will put my
questions accordingly because when we listen we understand and learn something. There are
some situations when we couldn’t pause as at the time of proving any statement or when we
are trying to express any knowledge or when prevented from speaking or have been kept at
pause or not to speak.
EXERCISE 4.5
Turning Issues into Interests
For the purpose of this exercise, please use the worksheet below to identify all
the interests for all parties in a negotiation you are currently in or use it to help
you prepare for an upcoming negotiation.
TURNING ISSUES INTO INTERESTS
Issues for Party #1 Issues for Party #2
Salary Increment

Interests for Party #1 Interests for Party #2
Relaxation Adventure
1.Salary . 1 8%.
2. Promotion. 2. New job profile.
3. Bargaining 3. Profit
4. Holiday. 4. Basic holidays to be granted,
5. Development of land. 4. Noise pollution.
6. Owner house. 5. Income
7. Price settlement 7. No change in price.
8. Rent of Land lord. 8. Tenant payment of rent.
9. Company project. 9. Completion of target given.
10. Purchase car. 10. Child in need for food.

EXERCISE 4.6
Identifying Additional and Hidden Interests
Think of three negotiations where you, or the party you were negotiating with, or
another person looked for and discovered additional interests that made it
possible to reach an agreement.
1. Instrument process interest where participants attend the negotiations and knowing that the
compliment will affect the future negotiations. Like when there is hope for the apology from
another negotiator, or desire to have further dealing when the further dealings have agreed
not to proceed.
2. Due to dissatisfaction with the term of settlement, there is dispute pertaining to future
dealings.
3. When there is interest in financial transparency during the operation of the agreement as if
outside the agreement it will affect the contract.
What have you learned from this exercise that will make it more likely that
you will discover and add additional interests in your future negotiations?
I have learned that while dealing with future negotiations it is necessary to consider all the
important dealings and other aspects. The additional interest is important for the dealings as
they can affect the whole dealing. They can give support to the company for future
negotiations.
EXERCISE 4.7
Using the Appropriate Muscle Level
1. Describe a recent situation in which you escalated your muscle level too soon.
In a recent event, I was selling my house. A buyer came by who was not interested to
purchase my house but he was interested in the chandelier and rugs were thrown away there.
I agreed on the cheap rates even as I just want some transaction. Next day the same person
came he wanted a very low rate mortgage on the house and a slow rate of return. I agreed to
that even I know that the rate of the house is much more than that.
2. What were the negative consequences of escalating too quickly?

The negative consequence of escalating too quickly is that you would not get the result
quickly when you act quickly. The buyer intentionally came across and finally placed his
price. After considering that the condition of the seller is not good and he needs urgent
money, he placed low rates. This was a wrong decision of agreeing to the deal too quickly.
4. What would you do differently next time?
When the seller placed a cheap price for the house I would have rejected the offer at
the same time. This would have the lead the seller to accept the negotiating price or could
have made the offer price same or near the amount of the buyer. At that time I will agree
to the price and would sell the house immediately to him. As the parties many times uses
unethical negotiation.

EXERCISE 4.8
Using the Appropriate Muscle Level
1. Note a recent situation in which you did not escalate your use of power quickly enough.
I was selling my apartment. In the meantime, there was a buyer whom I was showing the
apartment. We discussed the conditions and another requirement. The buyer agreed to the
fixed price of purchase there was no bargaining. The buyer requested some changes and
facilities which he wanted to be provided to him. I agreed to request but, I forgot to inform
about the charges it would take. Afterward, there was a clash as the buyer thought there
would be no charges for these requirements fulfilled by the seller. The buyer rejected the
whole purchase of the apartment.
2. What were the negative consequences of not using enough power soon enough?
The negative impact of not using power soon or response soon was that the buyer did
not inform the seller about the charges it would cost him to made alternations. This caused
the seller the end of the sale of the apartment. With the delay in an escalation of use of power
quickly there was a loss to the buyer.
3. What would you do differently next time?
At the time of the deal pertaining to alteration, I will initially state the information
about the charges which it will take to complete the alteration. So that there would not have
been any kind of miss understanding and would not affect any of the further dealings made.
EXERCISE 4-9
Taking Appropriate Breaks From the Table
1. In the space below, outline a negotiation in which you did not do as well as you could
have.
There was a negotiation between me and the company head. We were having a
discussion about the project which we will be dealing for the future. There was any mistake
on my part which could have caused the company a loss. The head insults me and breaks me.
There was a personal attack on me as well. After that, he threw me from the project.
2. Next, describe how a break from the table and/or reopening the negotiation

could have helped you to negotiate more effectively
With the swelling and continuous attacks on me, I would not panic and frustrated. I will learn
and examine the situation. Accept my mistake and apologize for it. I will make the desired
alteration.
EXERCISE 4.10
Using the Power of Balance
Give an example of a negotiation in which you used the power of balance to equalize the
power of the parties.
In negotiation between the wholesale buyer of cloth material and the producer of the cloth
material there was dispute pertaining to settlement of price at which the product will be
purchased because the buyer wants the price to be cheap. The producer rejected the request.
There are lots of burden on industries. Since the buyer has lots of option for negotiation. They
have lots of options to choose as they can reach any other industries if not satisfied. They use
lots of burdens like bargaining power, other rivals, market condition, and others. In order to
control that buyer uses its balance of power. Becoming original by which the buyers attracted
to the company. By becoming an essential part of the supplier or customers industries can
create their importance. By knowing your worth and letting the customers and suppliers know
it. This will help you to keep control and balance of power in the market. So that no one
could misuse the position of the industry.
EXERCISE 4.11
Using the Power of Balance
1. Describe a negotiation in which you should have used the power of balance but did not.
Gordon was purchasing some fish for his restaurant dish. The seller was selling his fish at
very high rates to Gordon. Gordon was not satisfied with the rates because he knew the rates
were not that much high. Gorton tried to bargain the prices as he was purchasing them in
large quantities. The seller rejected as those fishes were very fresh fishes as compared to the
other fishes. Gordon finally left the shop being not satisfied with the prices placed by the
seller. Here I could not use the power of balance because if I used the power of balance then
the price of fishes would be too high then that of other sellers.
2. What would you do differently if you had the chance to renegotiate the above situation?

If I had chance to make changes for renegotiation I would have explained the detail
information factor so in order to tell him why product made by us so different than others. I
will bargain a little amount and would bring an option of take it or leave it. it would help me
to reconsider the deal with the Gordon and would made him to purchase my fishes.
EXERCISE 4.12
Using the Power of the Apology to get the Negotiation Back on Track
1. Think of three times when you apologized during the course of a negotiation with the end
result being that you furthered the negotiation process.
 When there was a delay in presentation submission.
 When there was a wrongful statement at the time of negotiation.
 When you reached late at the office.
2. List specific characteristics of situations where apologizing works for you.
The apologizing in the situation worked for me when I was truly accepting my
mistake and have afterward not repeat that mistake again. The person must apologize for the
mistake done by him. If a person wants to say something important at the time of the meeting
he should apologize firstly, they should request to speak in between the negotiation going
between other persons. My apologizing works only at those places where apology can be
given not otherwise.
3. How could you use an apology more often to resolve problems and build relationships in
your future negotiations?
An apology is a very helpful thing at the time of negotiation with the company for any
project. The company apologizes for any kind of mistakes committed and requests for the
project. The company after receiving an apology can save it from the loss of the project.
4. Think of three times when you apologized during the course of negotiation and it worked
against you.
 When there was continuous late coming at the office.
 When your mistake caused a loss of a client to the company.

 When your mistake affects the reputation of the company.
5. List specific characteristics of situations where apologizing worked against you.
The apologizing only works when the mistake cannot cause any loss to the company
of any kind. If employee apologizes for the mistakes like continuous holidays or absents from
a job, late coming to the office. When an employee commits any mistake it causes loss of
client for the future.
6. Based on the above, when should you apologize less often in your future negotiations?
In your future negotiation, I will apologize only for the mistake which I have
committed. If there is no mistake on my part then I shall never apologize. I will request the
company to consider the investigation of the matter to clear the actual truth.

EXERCISE 5.1
The Power of Perspective Management
In the space below, describe three situations in which you successfully used perspective
management and keep your perspective when negotiating with a the difficult person or in
negotiating a difficult situation:
1. Max is the landlord of the house and Marie is tenant living with his daughter. She has been
working part time for her family fulfillment. Marie was very hardworking and a kind lady.
She believed in educating and making her daughter Emily independent. She understands the
need of her daughter very well. Emily was having a science competition which she won. The
winner of the competition was going to state level inter school competition, where the
knowledge of the competitors shall be acknowledged. For the participation she needed
money, so she asked the landlord to pay the rent next month and Max agreed to it. Max
afterwards due to some personal needs requests Marie for the rent Marie. Marie felt stressed
and tensed due to need for the money. So for that Marie started part time job in order to fulfill
every needs of Emily. She even in that level of stress she stay calm and happy and said it is
for my daughter ambitions.
2. Mr. Mathew, dean of the college gave responsibility to Prof. Jacob to teach to section A the
subject as prescribed. The Prof. accepted the responsibility and started teaching the class. The
students of class we not what I expected. I was very much stressed. The Dean then gave me
the responsibility of other class also which was much worse than the first one which caused
me more stressed than before. Afterwards, Dean gave me responsibility of conducting the
seminar of both the sections. Prof. Jacob even after so much stressed conducted seminar. He
said that it my duty for the future of the students.
3. Mother manages every work at the home. Mother in the morning prepared breakfast and
ready her kids for the school. She goes to office and manages the pressure of work. She is
totally stressed and wants some rest. She then also completes her presentations of office. She
even after facing so much stress, she prepares dinner for kids and husband. She helps kids in
their home work. She manages her stress and states that it is for the kids and husband.
EXERCISE 5.2
The Cost of Not Using Perspective Management
In the space below, describe three situations in which you were not successful in

using perspective management and you lost your perspective when negotiating
with a difficult person or in a difficult situation:
1. Teacher gave projects to the students and the dead line for the completion of the project was
in 3 days. Some of the students were unable to complete the project within the prescribed
period of time. The teacher was stressed and angry as the project was not completed in time
but she extended the submission date. The student even after that did not complete the work.
The teacher lost his patience and shouted, scolded the students for that.
2. The doctor Steven was going for the emergency operation of the patient named Bruce. He
was travelling by road where he saw that there has been traffic jam. It was an emergency and
watching people creating jam was very awful for me. The police authority was not working
accordingly, my stress level was rising as every minute was causing patient life in danger. I
even after that stress requested the police authority to kindly allow me to pass through. The
police authority did consider my request. The patient died due to delay of doctor. The doctor
lost his patience and was very much angry on the authorities because of their negligence they
patient and their family had suffered the loss.
3. There was an exam which Rachael was going to give in the California. She had been
travelling by air. Due to the delay in the air services she got late. She was very much stressed
because of it. She finally reached the examination centre but after the time provided for the
entrance. She was very much stressed as she requested the authority to let her enter the hall
and allow her to appear for the exam but the authority rejected the request. She was very
angry and could not resist her patience so she showed her anger upon the authority, she
shouted and cried.

4. EXERCISE 5.3
Using Perspective Management More Effectively
In reviewing these six situations, what have you learned about perspective
management that will help you to keep your perspective and negotiate more
effectively in the future?
From the above 6 situations, I have learned that in order to provide an efficient result to the
company it is necessary to control the anger and stress level of the person in the situation.
The people in the situation faces different problem in their life but they faced accordingly and
gained the positive as well negative result according to the way they deal with the situation.
The only thing necessary for the controlling of the situation is to react positive irrespective of
the situation. No matter what and how the situation is the person should control his anger and
shall act positively to it. if the person is unable to control it, then he will definitely face the
negative consequences of it. In order to negotiate more efficiently in the future the person
should control his anger and rage. He shall find positive light in the endless dark night. He
shall always be having positive attitude towards problems in order to solve it and to deal with
it.
EXERCISE 5.4
Identification of Core Values
1. In the space provided, briefly describe a situation that was difficult for you.
John was working part time in order to go for a trip for the next holiday. I gave my
extra time for the part time as I was very hardworking, disciplined so the manager gave me
the job. I worked very hard in order to earn money for the trip. I was so happy because I had
sacrificed so much for the trip. After getting the money from the part time job I was going
home where I saw kids who were hungry and cold. I gave the new clothes and food to eat. I
even gave them some money and told them to use the money wisely. I was very difficult for
me to work extra in order to go for the trip. But it was much more difficult to see the kids
hungry and cold.
Was there a core value(s) that had you hooked in this particular negotiation? If
so, name the core value(s):

Hard working helpful
__________________________ _________________________
Dedicated
__________________________
If you need help in identifying the core value(s), who would be a good person(s)
to contact?
John kids who were in need..
__________________________ _________________________
Last, how do you need to modify the way you use this core value to ensure that it continues to
work for you in those situations where it should and deep you from using it in situations
where it has worked against you?
By considering the situations where the need of the core values is the most. If the need of the
children were been considered by the government then there would not be any problem for
the john to use his part time money for the children. John reached according to the situation.
So if there is any kind of situation where the child needs are not fulfilled by the government
the john used his own money for their help.
2. Briefly describe a situation that was difficult for you.
In the school teacher carter teaches students by the method of scolding and beating them. All
the students are terrified by the method he uses. Students are depressed and frightened by the
method of teaching he uses. One of the students who is weak in studies got always scolded by
him and punished. After he was taught by a new home tuition his scores drastically increased.
The tuition teaches never scolds him rather he understands the student and try to solve his
fear and deals with the problems the student is facing. After watching the result the school

teacher felt embarrassing. The tuition teacher even in difficult situation calmly understood the
problem faced by the student and reacted accordingly.
Was there a core value(s) that had you hooked in this particular negotiation? If so, name the
core value(s):
Understanding becoming angry
__________________________________ _______________________________
Non vigilant decisions by school teacher calm
__________________________________ _______________________________
If you need help in identifying the core value(s), who would be a good person(s)
to contact?
____tuition teacher______ _________students___________
Last, how you need to modify the way you use this core value to ensure that it
will continue to work for you in those situations where it should and keep you
from using it in situations where it has worked against you?
By understanding the needs of the students and creating solutions for their problems. If the
school teacher understands the situation in which the students are and behave accordingly
then there would be no problems. The role of the school teacher could be improved. Here the
tuition teacher of the weak student understood the situation and reacted according to it. By
this the student achieved the better result.
3. Briefly describe a situation that was difficult for you.
Clark was saving money for purchasing a new car. He worked hard and dedicatedly saved a
good amount for his personal car. While at the same time his younger brother had been
paying loan for his car he had purchased. He was having problem in paying his installments.
He was having no money for paying installments which in return the bank was taking back

the car from him. After knowing this I at the same time took the money I saved for the car
and gave it to the bank so that the bank shall not take the car of my brother. Bank finally
agreed to it and settled the due amount and gave the car back to my younger brother. I said I
will wait for another year for my car.
Was there a core value(s) that had you hooked in this particular negotiation? If
so, name the core value(s):
Understanding Hardworking
_______________________________ ___________________________
Solving problems
_______________________________
If you need help in identifying the core value(s}. who would be a good person(s)
to contact?
Clark. Younger brother
_______________________________ ____________________________
Last, do you need to modify the way you use one or more of the core value( s )
identified in this exercise to ensure that they will work for you in those situations
where they should and keep you from using them in situations where they have
worked against you?
Yes, there is a need for modification in the way of using core values. It will help in
identifying how to react in the situations. As when Clark faced such situation responded to

the situation accordingly showed the core values. In this situation younger brother of Clark
should understand the situation and then responded to it accordingly. He should have
accessed the situation and the consequences of it. The management for such problem should
be done from the beginning only.

EXERCISE 5.5
Modifying Core Values
1. List the core values you have identified that need to be modified.
Core values which need to be identified are government should consider taking care of the
children. The reason behind helping them is that government has not behaved according to
the situation which it sees in the state. Government shall know and deal with best possible
manner. School teacher if have understood the students, have been vigilant regarding the
problems faced by the students then every student shall gave better result. if the younger
brother is hardworking, manages his work and money properly then this problem can easily
be solved.
2. How do they need to be modified so you can negotiate more effectively?
We can negotiate effectively by modifying the way of considering and accessing the
situation. If the person can access situation and respond according to it, then he can get more
efficient result. So to get more effective result the person shall not do the following this like
lose perspective, become angry, or hurt someone, take non vigilant decision , taking hyper
vigilant decision.

EXERCISE 5.7
Anger Management Form
1. How intense am I going to allow my anger to become?
I am going to control my anger because anger will cause damage to my reputation as well as
of my company. It will lead to unethical behavior in the company.
2. How long am I going to stay angry?
As long as I am able to control my temper from being angry with my mistake...
3. How am I going to use my anger constructively?
By keeping yourself calm, speak politely, giving all the reply with politeness, and listen to
others carefully.

EXERCISE 5.8
Self-Control Form
1. Describe a negotiation in which you demonstrated excellent self-control.
There was a negotiation between me and my manager to whom I need to show the
presentation regarding the productivity of our new product. There were some small points
which were not explained to him. For those, the manager used the harsh word, frustrated me,
and made me lose my temper. But I controlled my anger, apologized to him and corrected my
mistake.
What role were you playing in the above situation that helped you maintain good
self-control?
I was playing the role of an employee. I understood my mistake and controlled my anger. I
played the role of self-controlling my anger.
2. Describe another negotiation in which you demonstrated excellent self-
control.
At the time of negotiating with the director, there was an error from my side to send the mail
to the other party regarding denial of the further working. I forgot to mail them due to which
directors scolded me, they spoke very harshly. I controlled my anger, apologized them and
send the mail which they told me to.
What role were you playing in the above situation that helped you maintain good self-
control?
I was playing the role of an employee. I knew it was my mistake as I forgot to perform the
work I was given. So I apologized them and rectified my mistake.
3. Describe yet another negotiation in which you demonstrated excellent self-
control.
In this negotiation, I gave work to an employee to complete the project outline for the client.
The employee didn't complete it in time. I was angry, but I controlled my anger and as a final

warning I told him to complete by today.
What role were you playing in the above situation that helped you maintain good
self-control?
I was playing the role of employer. I controlled my anger and politely explained employee to
understand the mistake he did. I told him to rectify and never commit such mistake again.
EXERCISE 5.9
Identification of Positive Roles
At this point, you have identified several situations in which you demonstrated
excellent self-control in selected negotiations. You have also identified the
"roles" you were playing in these negotiations that helped you maintain good self-
control. In the space below, make a list of the positive "roles" that you can use
on a more conscious and consistent basis to help you negotiate more effectively
in the future:
Therefore, the positive role in the situation would be Director, Employee, HRM. I considered
the positive role of Director helps the company to develop and nurture. He helps to maintain
the balance of the company. Employee plays very importance role because they perform
every work of the company. It is important that employee to have positive role. HRM plays
the most important role because it appoints and assist in the growth of the company by
employing the candidates who are deserving and better for the company. So it is important
that HRM to have positive role in the company.

EXERCISE 5.10
Improving Self-Control Form
1. Describe a negotiation in which you demonstrated poor self-control.
Negotiation between employer and me as an employee where I was absent for 4 days.
Employer use harsh words, annoyed me and made me lose my patience.
What role were you playing in the above situation that prevented you from
maintaining good self-control?
Employee.
2. Describe another negotiation in which you demonstrated poor self-control.
Director and worker as me, where I made a presentation the presentation was incomplete and
I was scolded and I lost my patience.
What role were you playing in the above situation that prevented you from
maintaining good self-control?
Employee
3. Describe yet another negotiation in which you demonstrated poor self-control.
In the negotiation between manager and worker. The worker came late for office and I
scolded, used harsh words even after me apologizing to him he continuously uses harsh
words. I lose my patience.
What role were you playing in the above situation that prevented you from
maintaining good self-control?
Manager.

EXERCISE 5.11
Identifying Negative Roles
At this point, you have identified several situations in which you were not able to
demonstrate good self-control in selected negotiations. You have also identified the "roles"
you were playing these negotiations that prevented you from maintaining good self-control.
In the space below, please list the negative "roles"
that you played:
Negative roles played Employee, worker, Manager.
To negotiate more effectively in the future, you need to make a conscious effort
not to fall into these roles.
Yes, I need to control my anger and try to solve the problems peacefully.
EXERCISE 5.13
The Power of Looking for Reasonable People
In the space below, describe a situation in which you used the power of looking
for reasonable people to bring about a positive outcome to a difficult situation:
In the negotiation between me and the candidates taking an interview for the job, I am
looking for the candidate. The candidate name john answered my every high-yield question.
He was dedicated, sincere and answered positively in a difficult situation questions I asked
him. He answered me every answers according to my need and which was best for company
future.
EXERCISE 5.14
The Power of Doing the Unexpected
1. In the space below, describe a situation in which you used the power of the
unexpected to help move a negotiation forward toward resolution.
In the negotiation between the client and the company director for the approval of the project.
The client bargained the cost for the working. The cost of the project was very appropriate
and there was no doubt about reducing the cost. The company was having very old relation
with the client which makes company to change his outlook of profit this time. Then I after
declaration with the other directors agreed to lower the cost even if it is to work at no profit

no loss and the company agreed to it. It was difficult but for the reputation and for better
future relation with the company. The company decided to accept the request of the client.
With this the satisfaction on the face of the client, client completed the deal and proceeded
with it.

EXERCISE 5.15
Shortening Recovery Time
1. Give an example of how talking to someone who acted in the role of a
recovery coach helped shorten your recovery time:
In the negotiation with worker and manager, worker committed a mistake in
fulfillment of the task provided to the worker by the manager. The manager regarding the
mistakes and errors made by the worker in concern with work, did not scold him rather he
politely told him his mistakes and said to rectify his mistakes. The manager at every level
helped the employee in order to remove his mistakes and reduce his recovery period
incompletion in time. The manager with his support helped the worker to understand his
mistakes and to never repeat them again.
2. Effective negotiators have at several people with whom they can talk who are
very effective in helping them learn from their mistakes and reduce their
recovery time. In the space below, list these people you can turn to who can
help you learn from your mistakes and reduce your recovery time:
There are following people I can turn to who can
help you learn from your mistakes and reduce your recovery time Directors, Employees,
Managers. Everyone in the company can learn from the mistakes as everyone does
mistakes but taking about a company they are the key person. Director by considering the
way of treating the subordinates can gain better result for the company. Employee by
learning from their mistakes can maintain proper flow of work and efficient work.
Manager by understanding their role and by learning from their mistakes can seek more
clearly the holes and problems which lies in the company and can further keep watch to
solve mistakes done by employees.

EXERCISE 6.5
My New Approach
Write a brief memo (three to four paragraphs) to yourself, outlining your new
approach to negotiating.
The new approach in negotiation acts in helping with new aspect and concept to
provide a better result at every end. With the different segment like a high-yield question
which provides help in getting satisfactory and concerned candidates for company future.
Every member is the family of the company and they will try to solve the problem of
companies as own problem. The negotiation helps in getting the admired result from the
company. There are many aspects which affect the working of the company but in order to
give a proper shape and working to the company.
Now in the present period companies prefer a win-win condition where both the
parties can have the benefit and are satisfied. The negotiator shouldn't rely on anyone for help
rather he should think about every strategy for the efficient outcome of the company. The
negotiator shall handle situations very calmly and should reach to a conclusion after proper
examination. He shall provide every help like time, value for suggestions, support to his
client. These all aspect will lead the new approach for the negotiations.