Assumptions are potential hurdles that can move one in the wrong direction.
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Q7: In an integrative negotiation, the other party
Q8: People downplay the importance of preparation because
Q9: Selecting a neutral place to conduct negotiations
Q10: Multiple-issue negotiations lend themselves more to distributive
Q13: Limits are the points where you decide
Q15: A selling point is the place where
Q16: Goals cannot be intangible nor procedural.
Q17: Intangible issues are often easy to discuss
Q25: The dominant force for success in negotiation
Q33: A single planning process can be followed
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