
Instructor
Dr. D Smith
Intro to Negotiation
Major Causes of Conflict
The Five Modes of Responding to Conflict
Rational vs. the Emotional Components of Negotiation
Two Most Important Kinds of Bargaining
Integrative or Win-Win Bargaining
Planning for the Negotiation
Negotiation is a sequence of events
The Intangibles
Some Tricks that Skilled Negotiators Use
What if I want “to win”
Is it ethical to “lie or bluff”
Final Thoughts
Appendix
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