A negative bargaining range occurs when the buyer's resistance point is above the seller's.
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Q23: The _ tactic occurs when negotiators overwhelm
Q24: The more you can do to convince
Q25: Distributive bargaining strategies and tactics are useful
Q26: A resistance point will be influenced by
Q27: When acting as if the decision to
Q29: Negotiations with a positive settlement range are
Q30: Anything outside the bargaining range will be
Q31: In "calculated incompetence," the negotiator is intentionally
Q32: _ is a conflict situation wherein parties
Q33: Selective presentation can be used to lead
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