During a negotiation, the objective of each party is to achieve a settlement point as close as possible to its resistance point.
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Q50: Traditional methods that focus on defending stated
Q51: The resistance point is a maximum or
Q52: The equality norm is a form of
Q53: The target point is the most desired
Q54: If a negotiator must give the first
Q55: Aristotle believed that it is inconsistent with
Q56: Integrative bargaining is a "zero-sum" process.
Q58: Integrative bargaining is also known as an
Q59: A last-minute demand by one party made
Q60: When using the categorization method, the parties
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