Please follow instruction please and see attached file
Read Chapters 6 & 7 and answer the following short essay questions:
Describe the communication model.
Define the “information is weakness” effect.
Why are attending behaviors (nonverbal acts), particularly important in connecting with another person during a negotiation?
What three main techniques are available for improving communication in negotiation?
When is role reversal useful in the context of improving communication during a negotiation?
Describe the two perceptions that lead people to seek power in a negotiation.
What is a likely outcome for a negotiator who isn’t concerned with power?
How can the use of threats be effective?
Define legitimate power
Why is a BATNA a good source of power?
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