Question: Determining goals is the first step in the negotiation process. Negotiators should specify goals and objectives clearly. The goals set have direct and indirect effects

Determining goals is the first step in the negotiation process. Negotiators should specify goals and objectives clearly. The goals set have direct and indirect effects on the negotiators strategy.

a) Briefly discuss the direct and indirect effect of goals on strategy.

(5 marks)

b) There are two approaches to strategy. Describe these TWO (2) approaches.

(5 marks)

c) One of the strategies option is Dual Concerns Model. Explain Dual Concerns Model with an illustration.

(15 marks)

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