Most hardball tactics are designed to either ____________ the appearance of the bargaining position of the person using the tactic or to ______________ the appearance of the options available to the other party.
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Q16: The spread between the resistance points is
Q17: The package of issues for negotiation is
Q18: Commitments exchange _ for certainty of action.
Q19: A _ bargaining range occurs when the
Q20: _ can be used to squeeze negotiations
Q22: The resistance point is the point at
Q23: The _ tactic occurs when negotiators overwhelm
Q24: The more you can do to convince
Q25: Distributive bargaining strategies and tactics are useful
Q26: A resistance point will be influenced by
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