The effective negotiator needs to understand how people will adjust and readjust,and how the negotiations might twist and turn,based on one's own moves and the others' responses.
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Q16: The term _ is used to describe
Q17: When one party accepts a change in
Q18: The two-dimensional framework called the _ postulates
Q19: The objective is not to eliminate conflict
Q20: Two of the dilemmas in mutual adjustment
Q22: Differences in time preferences have the potential
Q23: Remember that every possible interdependency has an
Q24: The parties prefer to negotiate and search
Q25: Negotiation is a strategy for productively managing
Q26: Conflict doesn't usually occur when the two
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