Unlike hard and soft positional negotiation, principled negotiation focuses on underlying interests.
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Q24: How does a principled negotiator begin when
Q25: Parties are more likely to misrepresent their
Q26: Negotiation experts recommend self-discipline in controlling one's
Q27: People have a tendency to infer situational
Q28: Principled negotiators like to have a bottom
Q30: Principled negotiators tend to be very trusting.
Q31: Soft positional negotiation is commonly practiced in
Q32: Soft positional negotiation is ideal in most
Q33: Soft positional negotiation is common when the
Q34: Asking questions concerning the other party's interests
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