Explain how negotiators go about defining the situation during the preparation process.
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Q18: Relative power influences the negotia_ a negotiator
Q19: The basic problem in most negotiations is:
A)Conflicting
Q20: Issues are:
A)The points that must be addressed.
B)The
Q21: The party who needs the other most
Q22: It is possible for a Best Alternative
Q24: The dilemma of honesty argues that the
Q25: What is the difference between a strategy
Q26: Describe several sources of information that negotiators
Q27: Aspiration levels or target points are artificially
Q28: Explain why preparation is such a critical
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