Negotiations that begin with a negative bargaining range are likely to stalemate.
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Q5: Many people use distributive bargaining strategies and
Q6: Distributive bargaining is basically a competition over
Q7: The objective of both parties in negotiation
Q9: Starting points (or initial offers)
A) are not
Q11: The objective of both parties in distributive
Q12: The more attractive the other party's alternatives,
Q13: Anything outside the bargaining zone will be
Q14: The spread between the resistance points is
Q22: The resistance point is the point at
Q34: Distributive bargaining strategies are the only strategies
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