An offer that may have been rejected had it emerged as a result of concession making may be accepted when it is presented as a fait accompli.
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Q40: If a major concession has been made
Q51: To respond to hardball tactics,a negotiator must
Q53: Research and practical experience suggest that a
Q54: The bargaining range is defined by:
A) the
Q55: All of the following are true regarding
Q56: To encourage further concessions from the other
Q59: It is important to signal to the
Q60: All of the following actions are possible
Q61: The "snow job" tactic occurs when negotiators
Q62: The "snow job" tactic occurs when:
A) negotiators
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