- 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.
Please use the following two references below. As well, please site the source next to text that is being stated.
Carrell, M.R. & Heavrin, C. (2008). Negotiating essentials: Theory, skills, and practices. Upper Saddle, NJ: Pearson Prentice Hall. ISBN-10: 978-0-13- 186866-3.
Denhardt, R.B., & Denhardt, J.V. (2009). Public administration: An action orientation. (6th ed.). Belmont, CA: Thompson – Wadsworth – Cengage Learning.