One way negotiators may convey the message that "this is the last offer" is by making the last concession substantial.
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Q43: The target point is the
A) point at
Q46: Starting points
A) are usually contained in the
Q50: Distributive bargaining strategies
A) are the most efficient
Q54: What action can be taken after the
Q56: An effective means of countering the intimidation
Q58: The bargaining range is defined by
A)the opening
Q59: Disruptive action tactics can cause
A)embarrassment.
B)increased costs.
C)anger.
D)escalation of
Q60: A public commitment statement means that the
Q61: When successive concessions get smaller,the most obvious
Q62: What statement about concessions is false?
A)Concessions are
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