ASSESSMENT

Question 1

Explain the two routes to influence. Why is it helpful for someone to have a strong understanding of these routes to influence during the negotiation process?

Question 2

Explain the two different types of trust and why trust is important in the negotiation process.

Question 3

Define the four fundamental relationship forms. Provide examples of these four forms.

Question 4

Explain three ways an existing relationship changes negotiation dynamics.

Lewicki, R. J., Saunders, D. M., & Barry, B. (2015). Negotiation (7th ed.). New York, NY: McGraw-Hill Education.