Most actual negotiations are a combination of claiming and creating value processes.
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Q17: Negotiating parties rarely negotiate by choice.
Q18: Negotiations occur for only one reason: to
Q19: Negotiations occur for several reasons except:
A) To
Q22: A situation in which solutions exist so
Q23: A zero-sum situation is also known as
Q24: Negotiations often begin with statements of opening
Q26: Two of the dilemmas in mutual adjustment
Q30: It is possible to ignore intangibles,because they
Q33: A zero-sum situation is a situation in
Q38: A creative negotiation that meets the objectives
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