Negotiators who make multiple equivalent offers have more difficulty finding integrative solutions.
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Q17: Asking open-ended,probing questions,asking for clarification regarding what
Q18: To negotiate optimally,each party's interests should be
Q19: Once trust is broken it cannot be
Q20: The best approach when discussing issues is
Q21: Trust is important to successful integrative negotiation
Q23: Explain why showing negative emotions during integrative
Q24: Distributive negotiation offers more opportunities to find
Q25: Explain why trust is important in integrative
Q26: Legal requirements,relevant precedents,customs,market prices or wages,professional standards
Q27: Interests can be intrinsic or instrumental.
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