Strong motivation to reach agreement and inherently competitive interaction can have results that do not meet the needs of the parties.
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Q9: Interest-based bargaining means negotiation from positions only
Q10: Conflict that is handled well can:
A) lead
Q11: In interest-based negotiation, the problem is defined
Q12: An effective negotiation deals with the issues,
Q13: A win-win approach in negotiation aims to:
A)
Q15: The appropriate negotiation strategy is established by:
A)
Q16: As parties move towards a solution in
Q17: Finding out about the other party is
Q18: In a win-win negotiation strategy, both parties
Q19: The negotiators who argue according to 'only
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