Negotiators usually set clear objectives that can serve as standards for evaluating offers and packages.
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Q24: When the other side raises an unexpected
Q25: Single-issue negotiations can often be made integrative
Q26: A unilateral choice is one that is
Q27: Single-issue negotiations and the absence of a
Q28: If what we want exceeds what the
Q30: _ often requires considering how to package
Q31: Having a sense of direction and the
Q32: In the Negotiation Planning Guide it is
Q33: A single planning process can be followed
Q34: A "field analysis" is one way to
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