It is important to continue to compare progress in the current negotiation with the target, walkaway, and BATNA.
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Q20: When the difference between your terms and
Q21: Strong negotiators are willing to walk away
Q22: In any negotiation situation the BATNA is
Q23: All negotiations have a value claiming stage.
Q24: Trust can be built by being honest
Q26: Excellent negotiators understand that negotiation embodies a
Q27: In some negotiations, circumstances do change however
Q28: Negotiators who do not believe anything that
Q29: Integrative skills are called for in the
Q30: Negotiators who believe everything the other party
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