A negotiator's unilateral choice of strategy is reflected in the answers to two simple questions: how much concern does the actor have for achieving the substantive outcomes at stake in this negotiation, and how much concern does the negotiator have for the current and future quality of the relationship with the other party?
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Q4: A "field analysis" is one way to
Q7: In an integrative negotiation, the other party
Q12: Assumptions are potential hurdles that can move
Q17: Intangible issues are often easy to discuss
Q19: Alternatives are other agreements negotiators could achieve
Q25: The dominant force for success in negotiation
Q46: A strong interest in achieving only substantive
Q48: Accommodative strategies may generate a pattern of
Q55: Planning is critically the most important activity
Q60: Co-operative strategies tend to create "we-they" or
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