Using the Marilyn and Len exchanges, analyze the following:

• What are the objectives of both parties in the exchanges?
• How would you describe the general “tone” of the exchanges?
• Were Marilyn’s objectives on the way to being effectuated in the first exchange?
• Were Len’s objectives on the way to being effectuated in the first exchange?
• What do you project the outcome of the first exchange to be?
• Were Marilyn’s objectives on the way to being effectuated in the second exchange?
• Were Len’s objectives on the way to being effectuated in the second exchange?
• What do you project the outcome of the second exchange to be?
• Identify two points of transition in each exchange and analyze the impact of the transition on the negotiation