Effective negotiators are unwilling to make counterproposals.
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Q4: All purchase requirements will require buyers and
Q5: A negotiator should ensure that his or
Q6: To reach a negotiated agreement using principled
Q7: Negotiation is more appropriate when other issues
Q8: Parties may behave differently when negotiating electronically
Q10: There is minimal danger in stereotyping or
Q11: A procurement negotiation seldom affects other stakeholders
Q12: When a negotiator is planning an upcoming
Q13: A win-lose negotiation approach works best for
Q14: E-negotiators generally ask more questions and tend
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