2. What are the five categories of conflict management styles and the five factor model of personality found in the book? Briefly explain how you think knowing these things about yourself would help in negotiating.
3. Review the discussion on pages 77-83 regarding goals versus bottom lines. Explain whether you think this is a meaningful negotiation planning tool or not. Provide a basis for your answer.
4. Review the discussion on pages 87 – 90. In what ways are these questions useful in preparing for a negotiation. Does it matter that the discussion is designed for women, or can men benefit from this discussion as well?
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