Intangibles frequently affect negotiation in a negative way.
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Q20: Negotiators need to work to prevent the
Q37: Strong preparation is critical to being able
Q38: Negotiation is not an ongoing process.
Q39: In the value creation stage, parties work
Q40: Little preparation is needed to manage the
Q41: All negotiations have a value stage, where
Q44: Excellent negotiators understand that negotiation embodies a
Q45: With a "divide and conquer" strategy, negotiators
Q46: skills are called for in the value
Q47: The best way to identify the existence
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