Lements of Negotiation and Bargaining Skills
Please answer & discuss the following question.
a. Discuss the Five Elements of Negotiations and provide at least one example of how each are used in the negotiation process.
b. Identify the Five Negotiation Skills needed in order to perform successful negotiations.
c. Define Rational Choice theory and discuss how it relates to the negotiation process.
d. 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.
Course material as reference:
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.