The more attractive the other party's alternatives, the more likely he or she will be to maintain a low resistance point.
Correct Answer:
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Q7: The objective of both parties in negotiation
Q9: Starting points (or initial offers)
A) are not
Q10: Negotiations that begin with a negative bargaining
Q11: The objective of both parties in distributive
Q13: Anything outside the bargaining zone will be
Q14: The spread between the resistance points is
Q16: The resistance point is the point beyond
Q22: The resistance point is the point at
Q34: Distributive bargaining strategies are the only strategies
Q39: Each party's resistance point is openly stated
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