A negotiator's unilateral choice of strategy is reflected in the answers to two simple questions: how much concern does the actor have for achieving the ____________ outcomes at stake in this negotiation,and how much concern does the negotiator have for the current and future quality of the ____________ with the other party?
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Q7: _ issues are often difficult to discuss
Q8: A beginning (or initiation)phase,a middle (bargaining/problem solving)phase,and
Q9: A _ is the place where you
Q10: The decision to negotiate is closely related
Q11: _ strategies may generate a pattern of
Q13: _ is the process by which each
Q14: Tactics are subordinate to strategy;they are structured,directed
Q15: In a _ negotiation,the other party may
Q16: _ are other agreements negotiators could achieve
Q17: Prioritizing issues includes two steps: 1)determining which
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