Describe the basic tactical questions in negotiation openings and making concessions; explain how optimistic or aggressive openings work in transactional bargaining and their drawbacks under certain situations

Discuss concession$-$making under different situations and trading across issues

Explain integrative vs$.$ distributive bargaining

Describe the Scarcity Effect and Overcommitment tactic as a closing factor

Recognize and define the $4$ degrees of commitment

Recognizing the importance of saving face and the role of power and leverage