1. Describe the major characteristics of the negotiation process. Which characteristic is most important to you and why? What does it mean to say that parties make mutual adjustment during the negotiation process? How are the notions of mutual adjustment and concessions related? (1.5 pages)
2. Mutual adjustment places those involved in the bargaining process into two dilemmas. Describe the two dilemmas. How must these dilemmas be resolved in order for the parties to a conflict to effectively use negotiations to resolve their disagreement? What does it mean to claim value and create value? How does the claiming and creating value relate to integrative and distributive bargaining? (1.5 pages)
3. What is conflict and what are its functions and dysfunctions? Describe the dual concerns model. Make sure you include a discussion of the five most common conflict management strategies commonly identified when the dual concerns model is used? (1 page)
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