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problem 1:

describe and discuss the significance of non-verbal communications throughout negotiation.

problem 2:

Discuss and illustrate five methods of persuasion in negotiation and describe one advantage and one disadvantage of each technique.

problem 3:

Compare and contrast the integrative negotiation strategy with the distributive approach.

problem 4:

Identify and illustrate five (5) main sources of negotiating power.

problem 5:

describe the following phrases in relation to contract negotiation:

(a) BATNA

(b) E-Negotiations

(c) Ploys

(d) Ratification

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