The negotiation process

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Determining goals is the first step in the negotiation process. Negotiators should specify goals and objectives clearly. The goals set have direct and indirect effects on the negotiator’s strategy. a) Briefly discuss the direct and indirect effect of goals on strategy. (5 marks)b) There are two approaches to strategy. Describe these TWO (2) approaches. (5 marks)c) One of the strategy options is the Dual Concerns Model. Explain the Dual Concerns Model with an illustration.(15 marks)