To allow for concessions,the target position should reflect higher expectations than the opening position.
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Q8: The best negotiation situation is when there
Q9: In a negotiation,individuals in the accommodating mode
Q10: Negotiations differ from regular sales calls in
Q11: The less the participants,the more the time
Q12: In win-lose negotiating,the negotiator attempts to secure
Q14: Putting the key issues at the beginning
Q15: In general,in a negotiation meeting,the size of
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Q17: Experienced negotiators find weekends best for negotiations.
Q18: A company's sales representative who develops three
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