Negotiators also need to remember that intangible factors influence their own behaviour (and that it is not uncommon for us to not recognize what is making us angry, defensive, or zealously committed to some idea).

Question

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Intangible factors such as emotions, personal biases, and psychological influences can affect negotiators' behavior, often without them being consciously aware of these influences.

Negotiators Also Need to Remember That Intangible Factors Influence Their