In a negotiation situation, the parties may be involved in a pure "exchange" relationship, such as a onetime car purchase, in which there was no prior purchase and no future one expected.
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Q43: If a negotiator must give the first
Q44: During negotiations, parties often conceal their real
Q45: The interest-based bargaining process differs from the
Q46: Even if a negotiator believes the range
Q47: The initial working sessions of collective bargaining
Q49: IBB generally required the existence of several
Q50: The need norm is known as keeping
Q51: Negotiations may be blocked when both parties
Q52: The purpose of open-ended questions is to
Q53: Making personal attacks is not allowed to
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