She is there to sell a finance package, not run a counselling session for difficult people. This is unlikely to cause Slobovic to relent because he sees her blue softness as evidence that his red play is working. 2 marks Her main reaction must be to ensure that she does not allow Slobovic's behaviour to dictate the outcome. She must not allow his behaviour to succeed in intimidating her into unilateral concessions. The candidate is expected to identify from Module 1 in the Text the circumstances where a negotiation is appropriate.
Negotiation is appropriate when the consent of the other party is required.
It is the means by which the activity of trading for tangible and intangible things is conducted. It is the means for finding out if the terms for co-operation are acceptable to those whose consent is required if there is to an agreement. 18 marks Essay Solution 2 Requires a thoughtful answer to gain full marks, covering material in Module 7 in the Text. Candidates must address the question and demonstrate that they understand what they are being asked. They have to interpret the problem and attempt to account for it.