AFTER STUDYING THE MATERIAL
IN THIS CHAPTER . . .
You should understand:
1. The working definition and characteristics of communication.
2. The types of communication covered in
3. The needs satisfie
Measuring Results and Behaviors:
Measuring Results: Overview
Where should each individual focus
What are the expected objectives?
Discuss why/how an integrative approach to negotiation may be used to intervene in the
conflict to gain a successful outcome to achieve a win-win negotiation. Be sure to clearly
identify and explain each strategy/solution you would adopt