Delivering ultimatums is one way to ensure an integrative negotiating approach that will often result in better agreements.
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Q4: A tactic that is ignored is often
Q5: Three approaches to correcting a power imbalance
Q6: Sharing power will facilitate the integrative negotiation
Q6: Responding in kind as a tactic in
Q8: Hard tactics, in the context of negotiation,
Q10: One goal of negotiators should be to
Q11: Too strict an adherence to a resistance
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
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