Negotiators who are firmer about insisting that their own point of view become incorporated into the group solution achieve less integrative agreements than those who are less firm.

Question

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Negotiators who are firmer about insisting that their own point of view be incorporated into the group solution can actually achieve more integrative agreements, as this approach can lead to a deeper exploration of all parties' interests, potentially uncovering solutions that satisfy a broader range of needs.

Negotiators Who Are Firmer About Insisting That Their Own Point