Evaluate the process of naming, blaming, and claiming, describing a scenario where this is occurring.

  •         Be able to outline the classic bargaining situation.
  • ·           Know what tangible and intangible factors in negotiation are.
  • ·           Know what the culture in context approach to using culture to understand global
  •       negotiation is.
  • ·        Describe how avoidance can be used as a strategy in negotiations.
  • ·        Evaluate the process of naming, blaming, and claiming, describing a scenario where this is occurring.
  • ·        Describe what strategic negotiation purposes can be served by avoidance.