Lower outcomes can be expected where individuals underestimate their opponents' willingness to compromise on key issues before formal negotiation begins.

Name: Lower outcomes can be expected where individuals underestimate their opponents' willingness to compromise on key issues before formal negotiation begins.
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Question

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Underestimating opponents' willingness to compromise can lead to a lack of preparation and unrealistic expectations, resulting in lower outcomes in formal negotiations.

Lower Outcomes Can Be Expected Where Individuals Underestimate Their Opponents