The resistance point is the point at which a negotiator would like to conclude negotiations.
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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
Q21: Most hardball tactics are designed to either
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
Q27: When acting as if the decision to
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