Negotiations occur for only one reason: to create something new that neither party could do alone.
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Q15: Sometimes people fail to negotiate because they
Q17: Negotiating parties rarely negotiate by choice.
Q19: Negotiations occur for several reasons except:
A) To
Q21: Most actual negotiations are a combination of
Q22: A situation in which solutions exist so
Q23: A zero-sum situation is also known as
Q30: It is possible to ignore intangibles,because they
Q31: Negotiation situations have fundamentally the same characteristics.
Q35: Negotiation is a process reserved only for
Q38: A creative negotiation that meets the objectives
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