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problem 1:

(i) Critically describe this statement: “Disputes can be resolved through use of interest-based negotiations only”

(ii) describe the prerequisites necessary for integrative negotiation process.

problem 2:

What are the necessary qualities and skills that negotiators should possess and demonstrate to be really effective in negotiations?

problem 3:

After setting SMART objectives, negotiators should choose an appropriate strategy to achieve them. describe the strategic options available to the negotiator and describe their suitability in diverse contexts.

problem 4:

The dominant force for success in negotiations is in the planning that takes place prior to the dialogue. Outline the several steps involved in planning negotiations.

problem 5:

Negotiators tend to make systematic errors when they process information. Describe the common cognitive biases which impede negotiator performance.

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