A negotiator should always allow his/her BATNA to be revealed to the other party,because the final settlement is unlikely to vary much from that point.
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Q2: An important part of negotiation is realizing
Q3: A negotiator cannot automatically assume that the
Q4: All purchase requirements will require buyers and
Q6: The purchasing cycle begins with identifying or
Q9: Effective negotiators are unwilling to make counterproposals.
Q10: All negotiation settlements must ultimately be judged
Q11: All buyer-supplier negotiations are relatively straightforward but
Q12: When a negotiator is planning an upcoming
Q19: An integral part of negotiation involves each
Q44: Everyone negotiates something every day.
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