Communication And Influence

Read Chapters 7 – 9:

      Lewicki, R., Saunders, D., & Barry, B. (2020).  Negotiation, (8th edition).

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Communication & Influence

1. Describe what is communicated in a negotiation and how people communicate.

2.What are the dynamics of the two routes in negotiation?  How do they lead to successful influence?

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