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1. Three aspects of messages that foster peripheral influence are message order, format, distraction. Describe these three aspects and explain how these aspects affect communications. (80 Words) 2. Two routes to influence are central route to persuasion and peripheral route to persuasion. Explain these routes and why is it helpful for someone to have a strong understanding of these routes to influence during the negotiation process? (80 Words) 3. The types of trusts are calculus-based trust and identification-based trust. Explain the two different types of trust and why trust is important in the negotiation process. (80 Words) 4. Describe the ways a relationship can be repaired in negotiation process. (80 Words) Reference:
Lewicki, R. J., Saunders, D. M., & Barry, B. (2015). Negotiation (7th ed.). New York, NY: McGraw-Hill Education.
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