Attitudinal structuring produces a social contract between the parties while integrative and distributive bargaining produce a written contract.
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Q37: Upon request, an employer has an obligation
Q38: A zero-sum or constant-sum game is one
Q39: Distributive bargaining considers negotiations as zero-sum or
Q40: Thibeaux Printing is in negotiations with its
Q41: Parties are motivated to bargain when they
Q43: Pressure tactics in negotiations are designed to
Q44: One of the challenges in adopting a
Q45: When employees determine that they would prefer
Q46: The BATNA or MLATNA can be thought
Q47: The tendency to assume that negotiations involve
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