Explain the role played by perceptions, cognitions, and emotions in negotiation.

Discuss the role of mood and emotion in the negotiation process and examine the effects of positive and negative emotions in negotiation. (Be specific). Explain the role played by perceptions, cognitions, and emotions in negotiation.

Analyze the influence of culture on negotiation from the research perspectives. What are the effects of culture on negotiation outcomes, on the process and information flow, and the effects of culture on negotiator ethics and tactics? (Be specific).

Evaluate why power is important to negotiators, and how to best deal with negotiators who have more power.

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