The shadow negotiation occurs in parallel with the substantive negotiation.
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Q15: Negotiators always run the risk of encountering
Q16: Successful negotiation involves the management of and
Q17: An equitable outcome is an attempt to
Q18: All of the following are key factors
Q19: The temptation to use hard tactics is
Q21: Problems in negotiations can rarely be traced
Q22: William Ury's "breakthrough approach" operates on the
Q23: In a(n) there is a positive correlation
Q24: An exploding offer does not have a
Q25: Which of the following describes an ultimatum
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