Question: Question Two: I am not convinced that we really need to go for these negotiations. This statement was made by a team leader of a

Question Two:

I am not convinced that we really need to go for these negotiations. This statement was made by a team leader of a negotiating team one week before the actual negotiation. Explain the reasons that may have prompted her to make the statement (10 marks)

b) Active listening is very essential in the success of any negotiation process. However, successful negotiators must overcome some barriers to active listening. Explain any five such barriers (10 marks)

c) During a negotiation you are party to, it becomes evident that some members of the other party are allowing their emotions to change the course of negotiations. What will you do to salvage the situation?

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