A(n)____________________ describes the process by which one party's beliefs cause another party to behave in such a way that supports that belief.
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Q1: _ is when a negotiator bases his
Q2: _ refers to a situation within an
Q3: The three strategies that are the most
Q4: _ derived power is power that derives
Q5: _ is the ability to exert influence
Q7: BATNA stands for "Best _ to a
Q8: _ in a negotiation communicate information to
Q9: Emotional _ occurs when emotions are transmitted
Q10: _ is the use of subtle influence
Q11: Objective arguments are more effective than subjective
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