Selecting a neutral place to conduct negotiations will minimize the potential that either side will have a home turf advantage.
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Q4: A "field analysis" is one way to
Q5: Negotiators who propose agendas unilaterally face less
Q6: In new bargaining relationships, discussions about these
Q7: In an integrative negotiation, the other party
Q8: People downplay the importance of preparation because
Q10: Multiple-issue negotiations lend themselves more to distributive
Q12: Assumptions are potential hurdles that can move
Q13: Limits are the points where you decide
Q25: The dominant force for success in negotiation
Q33: A single planning process can be followed
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