The negative bargaining zone indicates that there is no positive overlap between the parties' target points.
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Q13: It is to a negotiator's advantage to
Q14: Which of the following statements is true
Q15: The positive difference between the settlement outcome
Q16: In a positive bargaining zone,the most the
Q17: During a negotiation,you should only walk away
Q19: Negotiations are said to have a mixed-motive
Q20: The zone of possible agreements (ZOPA)is the
Q21: Once you have made an offer,you should
Q22: The first offer that _ acts as
Q23: Lewicki and Stark identified five types of
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