People seldom show the tendency to fill in the gaps when a discussion encounters silence.
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Q26: During an international negotiation, an interpreter might
Q27: Sharing the underlying interests behind a position
Q28: The manner in which a negotiator approaches
Q29: The effective use of information in a
Q30: An experienced negotiator has no need to
Q32: An integral part of negotiation involves each
Q33: A willingness to offer large concessions is
Q34: It is easy to develop common ground
Q35: Excessive formality in negotiation can effectively constrain
Q36: When preparing for a negotiation with a
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