Negotiators who do not believe anything that the other party tells them will have a very difficult time reaching an agreement.
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Q4: Integrative skills are called for in the
Q23: All negotiations have a value claiming stage.
Q24: Trust can be built by being honest
Q25: It is important to continue to compare
Q26: Excellent negotiators understand that negotiation embodies a
Q27: In some negotiations, circumstances do change however
Q29: Integrative skills are called for in the
Q30: Negotiators who believe everything the other party
Q32: Negotiators who are completely open and tell
Q33: Effective negotiators are thoughtful about the distinction
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