The temptation to use hard tactics is inherent in the integrative model of negotiation.
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Q14: Responding when the other side has more
Q15: Negotiators always run the risk of encountering
Q16: Successful negotiation involves the management of and
Q17: An equitable outcome is an attempt to
Q18: All of the following are key factors
Q20: The shadow negotiation occurs in parallel with
Q21: Problems in negotiations can rarely be traced
Q22: William Ury's "breakthrough approach" operates on the
Q23: In a(n) there is a positive correlation
Q24: An exploding offer does not have a
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