Question: Explain the concept of normative leverage Be able to recognize consistency traps in negotiations Understand the concept of a positioning theme for both sides Explain

Explain the concept of "normative leverage" Be able to recognize consistency traps in negotiations Understand the concept of a positioning theme for both sides Explain the importance of reciprocity and relationships in negotiations Describe the 3 psychological strategies for building relationships and 3 relationship traps Recognize and utilize BATNA and process in negotiations

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2. To understand different focus areas for personal communication mastery.

3. Im trying to point out what we need to do to make this happen