Explain the elements of the negotiation process, Business Management

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Question 1:

Explain briefly the seven elements of the negotiation process known as the Seven Pillars of the Negotiational Wisdom which need to be considered before and during negotiations?

Question 2:

(a) Define BATNA.

(b) Show down some important characteristics of BATNA and show how influencial they are in negotiations.

Question 3:

What are the "five tests" that negotiators should undergo when struggling to decide whether a given behaviour is ethical when negotiating? Comment on each one of them.

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