Question: 1- Define influence. (Chapter 9) 2- Under the five actions to manage the different forms of trust in negotiations, describe the basic steps to increase

1- Define influence. (Chapter 9)

2- Under the five actions to manage the different forms of trust in negotiations, describe the basic steps to increase calculus-based trust. (Chapter 10)

3- What explanations are given for the contradictory findings in the early research studies on background, demographic, and personality factors in negotiations? (Chapter 15)

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