1. Demonstrate the difference between understanding and convincing as approaches to negotiation.

2. Accurately distinguish between issues, interests, and positions when analyzing a negotiation.

3. Assemble a bargaining mix based on a set of issues to be negotiated, and understand what it means to claim value and create value among those issues.

4. Describe what a resistance point is, draw the ZOPA, and use these concepts to analyze the challenges and/or opportunities in a one-issue or multiple-issue negotiation.

5. Discern what ethical issues are likely to occur in negotiation, and think critically about what it means to become an ethical negotiator.