Interests are the underlying concerns and needs that frustrate a negotiator into a particular position.
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Q16: Effective information exchange stunts the development of
Q17: Which of the following is not an
Q18: Value that is created should not be
Q19: For a situation to be integrative, the
Q20: The tension between value creating and value
Q22: An interest is considered instrumental and intrinsic
Q23: If both parties understand the motivating factors
Q24: Focusing on interests can be harmful to
Q25: The tension between value creating and value
Q26: Interests are the underlying concerns, needs, or
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