Chapters 10 & 11 1. Do many people approach a new relationship with an unknown party with remarkably high levels of trust? 2. What role does trust play in an online negotiation? 3. Why are negative reputations difficult to repair? 4. What unique pressures and conflicts does representing a constituent create for an agent? 5. When do audiences become indirectly involved in the negotiation? 6. What is the dilemma of trust between agents and constituents? 7. What are the two purposes of informal meetings between negotiators? 8. What is a negotiator’s intent when communicating directly to bystanders and audiences? Book: Negotiation by Lewicki, Barry & Saunders 6th edition
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