See attached questions. Please answer each question individually with references labeled for each. 

BSL 4160, Negotiation/Conflict Resolution 1

Course Learning Outcomes for Unit VI

Upon completion of this unit, students should be able to:

8. Analyze the significance of the four key elements of the negotiation process in regards to
managing relationships.
8.1 Identify the types of influence and how they affect the negotiation process.
8.2 Explain the role relationships play in negotiations.

Learning Outcomes

Learning Activity


Unit Lesson
Chapter 9
Chapter 10
Unit VI Assessment


Unit Lesson
Chapter 9
Chapter 10
Unit VI Assessment

Required Unit Resources

Chapter 9: Influence

Chapter 10: Relationships in Negotiation

Unit Lesson

The unit lessons for this course are presented through interactive presentations. To view the presentation,
click on the below link. Once you are finished reading the slide, click on the “next” button on the bottom right
of the slide. To go to a previous slide, click “back.” Some slides contain interactive elements that open
additional boxes. These slides are indicated with a yellow exclamation point on the top right and a statement
letting you know what is interactive on the slide. To print the lesson, just right click on the slides.

Unit VI Lesson


Influence and Relationships
in Negotiations

BSL 4160, Negotiation/Conflict Resolution 2



Suggested Unit Resources

In order to access the following resources, click the links below.

If you would like additional information regarding the textbook readings, consider reviewing the Chapter
Presentations below:

Chapter 9 PowerPoint Presentation
PDF version of the Chapter 9 Presentation

Chapter 10 PowerPoint Presentation
PDF version of the Chapter 10 Presentation

If you would like to learn more information about integrative negotiation and the concepts discussed in this
unit, consider reading the articles below.

Guthrie, C. (2004). Principles of influence in negotiation. Marquette Law Review, 87(4), 829–837.

Thompson, L. A. (2007, May). Effective negotiating. Strategic Finance, 21.

Learning Activities (Nongraded)

Nongraded Learning Activities are provided to aid students in their course of study. You do not have to submit
them. If you have questions, contact your instructor for further guidance and information.

Before completing your graded work, consider practicing with the following Nongraded Learning Activity:

Think back to a relationship from either your personal or professional life that was damaged. Consider

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