Focusing on interests can be harmful to a group of negotiators whose consensus on a particular issue is built around a unified position rather than a more generalized set of interests.
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Q19: For a situation to be integrative, the
Q20: The tension between value creating and value
Q21: Interests are the underlying concerns and needs
Q22: An interest is considered instrumental and intrinsic
Q23: If both parties understand the motivating factors
Q25: The tension between value creating and value
Q25: "Expanding the pie" as a method of
Q26: Interests are the underlying concerns, needs, or
Q28: Process interests are related to the way
Q29: Nonspecific compensation occurs in integrative negotiation when
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