Little preparation is needed to manage the "strategy versus opportunism" paradox.
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Q20: Negotiators need to work to prevent the
Q35: Typically, the value claiming stage will precede
Q36: Distributive skills are called for in the
Q37: Strong preparation is critical to being able
Q38: Negotiation is not an ongoing process.
Q39: In the value creation stage, parties work
Q41: All negotiations have a value stage, where
Q42: Intangibles frequently affect negotiation in a negative
Q44: Excellent negotiators understand that negotiation embodies a
Q45: With a "divide and conquer" strategy, negotiators
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