1.   Listening is one way to improve communication in negotiation. What are the three major forms of Listening? 

2.   The five major sources of power as outlined by the text include.

3.   What are the three major issues to consider when constructing a message under the Central Route to influence?

4.   Define influence. 

5.   Under the five actions to manage the different forms of trust in negotiations, describe the basic steps to increase calculus-based trust. 

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1 The three major forms of listening are a Active listening Engaging in the conversation by paying full attention asking clarifying questions and prov... View the full answer