- Discuss the Five Elements of Negotiations and provide at least one example of how each are used in the negotiation process.
- Identify the Five Negotiation Skills needed in order to perform successful negotiations.
- Define Rational Choice theory and discuss how it relates to the negotiation process.
- Discuss how the Dual-Concern Model and Big Five Personality Dimensions facilitate recognizing bargaining styles and how such styles impact behaviors and strategies in a negotiation.
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