Distributive skills are called for in the value claiming stage.
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Q4: Integrative skills are called for in the
Q32: Negotiators who are completely open and tell
Q33: Effective negotiators are thoughtful about the distinction
Q34: The goal of most negotiations is achieving
Q35: Typically, the value claiming stage will precede
Q37: Strong preparation is critical to being able
Q38: Negotiation is not an ongoing process.
Q39: In the value creation stage, parties work
Q40: Little preparation is needed to manage the
Q41: All negotiations have a value stage, where
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