MGMT 4300 (Negotiation

1.       Briefly describe two (2) of the five (5) Sources of Power.

2.       Briefly describe two (2) of the four (4) rhetoric or persuasive arguments described in Chapter 5.

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3.        What is Pareto’s Law and how does it relate to negotiations?

4.        What is “The Heart of Negotiations” and why?

5.        List three (3) Increments of Concession”?

6.       Briefly define “Impasse” and identity one reason for it to occur.

7.        Briefly describe two (2) appropriate and two (2) inappropriate Negotiation Tactics.

8.        Briefly describe two (2) Bases for Trust.

9.        What are two differences between Mediation and Arbitration?

10.    What are 3 key elements to a negotiation strategy?

11.   What are 3 keys to formulating a persuasive communication?

12.   List 3 items that build mutual trust.

13.   List 3 unethical negotiating Gambits.

14.   What is ethics?

15.   What is ethical belief system base on?

16.   Values reflect beliefs about what?

17.   Behavioral rules are?

18.   You Tubevideos from Chapters 5-8

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