Many negotiators fail to prepare adequately before entering into a formal negotiation oftentimes because of a very short timeframe in which to make a deal.
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Q15: The bargaining zone represents the heart of
Q21: For the effective negotiator, it is acceptable
Q22: It is unimportant for the negotiator to
Q23: An experienced negotiator does not need to
Q28: The manner in which a negotiator approaches
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Q60: Analyzing the other party requires a thorough
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