The first step for a negotiator completing a distributive bargaining negotiation is to obtain information about the other party's outcome values and resistance points.
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Q32: _ is a conflict situation wherein parties
Q33: Selective presentation can be used to lead
Q34: Distributive bargaining strategies are the only strategies
Q35: Good _ is critical for defending against
Q36: Parties feel better about a settlement when
Q38: Studies indicate that negotiators who make low
Q39: Both parties to a negotiation should establish
Q40: If a major concession has been made
Q41: The objective of both parties in distributive
Q42: It is important to signal to the
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