An equitable outcome is an attempt to induce compliance or force concessions from a presumably recalcitrant opponent.
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Q12: As a party managing a negotiation mismatch,
Q13: For the low-power party in any negotiation,
Q14: Responding when the other side has more
Q15: Negotiators always run the risk of encountering
Q16: Successful negotiation involves the management of and
Q18: All of the following are key factors
Q19: The temptation to use hard tactics is
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
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