The decision to negotiate is closely related to the desirability of available alternatives.
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Q21: If both substance and relationship outcomes are
Q37: Interests may be both process-based and relationship-based.
Q38: If intangibles are a key point of
Q41: In which of the following strategies is
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Q44: A negotiator's unilateral choice of strategy is
Q45: Which of the following is a win-lose
Q46: In a distributive negotiation,the other party may
Q46: A strong interest in achieving only substantive
Q47: Which of the following engagement strategies has
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