The pursuit of only a singular,substantive goal often tends to support the choice of a competitive strategy.
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Q21: If both substance and relationship outcomes are
Q22: Interests may be process-based and relationship-based.
Q24: When the other side raises an unexpected
Q28: Having a sense of direction and the
Q29: A competitive strategy would be appropriate when
Q38: It is important to set priorities and
Q39: Large bargaining mixes allow many possible components
Q47: Interests are what a negotiator wants.
Q56: If intangibles are a key point of
Q58: Alternatives are very important in both distributive
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