What issue make conflict difficult? How do perceptions distort and lead to biases in negotiation and judgment? What role do emotions and mood play in shaping negotiation processes? Communication & Influence Describe what is communicated in a negotiation and how people communicate. What are the dynamics of the two routes in negotiation? How do they lead to successful influence? Relationships in Negotiations How does negotiation within an existing relationship change the nature of negotiation dynamics? How negotiation change when a negotiator has to represent someone else’s interests?
