Q 1. Read this statement from the scenario: Stevens doesn’t want to push Johnson more than is absolutely necessary to ensure that he doesn’t speak negatively about her to others on the management team. a. How does Helena Stevens' hesitation or even fear affect her negotiation with John Johnson? (10 points) b. How does this approach differ from what is considered a traditional male approach to negotiating? (10 points). Identify 1 of Stevens' verbal messages that is more typical of a male negotiator than a female negotiator? (10 points)3. Identify 2 nonverbal messages that Helena Stevens uses with John Johnson that is effective in this negotiation and explain why her messages are effective.4. Focus on the exchange in the excerpt of the scenario below: The discussions continued for some time before Johnson asked Stevens if she is married. Stevens, without missing a beat, smiled and said, “Not yet. . . I’ve been waiting for you to become available.” Johnson smiled and returned to the topic of the project. a. Explain why Stevens' verbal response is effective under these circumstances. (10 points) b. What do Stevens' and Johnson's smiles indicate? (10 points)

Q 5. Identify and explain the process Stevens is affected by that may cause her to misjudge her work environment? (10 points)