During this week, look at these questions as your focus for discussion.  Use APA format/citation style.  Each answer should be thorough using 275 words per question. See uploaded reading materials to guide your answers.

1.  Regrettably, systematic planning is not something that most negotiators do willingly.  What are some of the consequences that the authors point out as being the result of failed planning?  Discuss using examples that you have seen.

2.  Perception, cognition, and emotion are the basic building blocks of all social encounters.  How does a working knowledge of how people perceive the world, process information and experience emotions prove important in negotiations?  Can this knowledge be used in your favor?  How?