E-negotiators generally ask more questions and tend to make fewer assumptions during the negotiation.
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Q9: Effective negotiators are unwilling to make counterproposals.
Q10: There is minimal danger in stereotyping or
Q11: A procurement negotiation seldom affects other stakeholders
Q12: When a negotiator is planning an upcoming
Q13: A win-lose negotiation approach works best for
Q15: The bargaining zone represents the heart of
Q16: All negotiation settlements must ultimately be judged
Q17: For the effective negotiator, it is acceptable
Q18: According to Karrass, research indicates that e-mail-based
Q19: All buyer-supplier negotiations are relatively straightforward, only
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