Sharing the underlying interests behind a position may cause a negotiator's power to shift toward the other party,resulting in a less-than-desired outcome.
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Q7: Negotiation is more appropriate when other issues
Q15: Linking issues risks undermining an entire negotiation
Q16: In order to reach a negotiated agreement
Q18: Negotiation is an inefficient way to convey
Q19: Negotiation is a skill that applies to
Q23: An experienced negotiator should never practice or
Q24: The manner in which a negotiator approaches
Q25: An experienced negotiator can wait to establish
Q37: A tactic used during one negotiation may
Q60: Analyzing the other party requires a thorough
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