To achieve the greatest gains,negotiators should stick to the script they created during the preparation phase.
Correct Answer:
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Q8: What percentage of the negotiation process should
Q9: Testing assumptions refers to:
A)Meeting with the other
Q10: Negotiators who are highly concerned with achieving
Q11: A 'wise agreement' is one that:
A)Satisfies the
Q12: Electronic negotiations make testing assumptions:
A)A moot point.
B)Easier.
C)More
Q14: Labor markets,unemployment rates,workforce demographics and financial markets
Q15: Substantive and relationship goals help determine which
Q16: Identifying the problem to be solved,opportunity to
Q17: The strategic planning stage of preparation includes:
A)Defining
Q18: Relative power influences the negotia_ a negotiator
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