Gaining Leverage in NegotiationsAnswers 1Homework Assignment

Discuss two of the following statements.

1. Define the terms power and leverage and what is the most essential source of bargaining strategy in any negotiation process.
2. Define French and Raven’s Five Sources of Power (1956) and provide an example of how each is effectively used in a negotiating situation.
3. Discuss why it is useful to convince others of the strength of your BATNA and how shakers and auditors can negotiate effectively.
4. Explain how the lack of ethos can derail negotiations; why humor is considered a value in persuasive negotiations; and facial expressions considered relevant to effective negotiations.

Guided Response: Respond to at least two of your classmates’ postings.  Try to respond to students who pick different statements.

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