Negotiation Skills and Challenges

1. What challenges will you face in a negotiation if you are an external and your opponent is an internal? What steps could you take to approach the negotiation proactively?

2. What role does passive listening play in negotiation? Give an example of a situation where passive listening would be more appropriate than active or attentive listening. Provide a rationale for your response. You can search books, journals, articles, or the Internet for more information.

3. What role does active listening play in negotiation? Give an example of a situation where active listening would be more appropriate than passive or attentive listening. Provide a rationale for your response.

4. Give an example of a negotiation where communicating aggressively will be beneficial to a negotiation. Give an example of a negotiation where communicating passively will be beneficial to a negotiation. Make sure to include the pros and cons of each, and discuss the barriers to communication which are associated with each.

Your response should be at least 200 words in length for each. You are required to use at least your textbook as source material for your response. All sources used, including the textbook, must be referenced; paraphrased and quoted material must have accompanying citations.

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