Real consequences-rewards and punishments that arise from using a tactic or not using it-should not only motivate a negotiator's present behavior,but also affect the negotiator's predisposition to use similar strategies in similar circumstances in the future.
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Q16: Research subjects who rated themselves as _
Q17: A negotiator who judges a tactic on
Q18: Most of the ethical questions in negotiation
Q19: _ hold that the moral value and
Q20: Dawson's study shows that when making decisions
Q22: Duty ethics argues that everyone ought to
Q23: The concept of "personalistic ethics" states that
Q24: The rightness of an action is determined
Q25: The social contract view would prescribe which
Q26: Norms are the _ social rules-the dos
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