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Identify steps of the negotiation process.

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Negotiating on Thin Ice (pages 610 – 628 in your textbook: Negotiation: Readings, Exercises and Cases) Prepare a 2 – 4 page paper identifying the following items as they pertain to a negotiation surrounding the Case Study: * Identify guidelines that you should follow during the negotiation. • Identify steps of the negotiation process. • Apply guidelines that will enable you to facilitate effective communication during the negotiation. • Identify the types of questions that you should ask during the negotiation. • Identify characteristics of the negotiation styles. • Apply the guidelines that you should follow when this negotiation becomes challenging.

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