Describe the basic tactical questions in negotiation openings and making concessions; explain how optimistic or aggressive openings work in transactional bargaining and their drawbacks under certain situations Discuss concession-making under different situations and trading across issues Explain integrative vs. distributive bargaining Describe the Scarcity Effect and Overcommitment tactic as a closing factor Recognize and define the 4 degrees of commitment Recognizing the importance of saving face and the role of power and leverage