Drawing up a firm list of issues before the initial negotiation meeting is a valuable process because it forces negotiators to think through their positions and decide on objectives.
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Q46: In a distributive negotiation,the other party may
Q47: Interests are what a negotiator wants.
Q48: Gathering information about the other party is
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Q53: The less concrete and measurable goals are:
A)
Q54: A strong interest in achieving only substantive
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Q56: If intangibles are a key point of
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