Often negotiators do not learn what intangible factors are influencing the other negotiator unless the other chooses to disclose them.
Correct Answer:
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Q54: Negotiators also need to remember that intangible
Q55: Intangibles frequently affect negotiation in a:
A) positive
Q56: Research suggests that too much knowledge about
Q57: Typically, the value stage will precede the
Q58: skills are useful in value creation.
A) Integrative
B)
Q60: Winning, avoiding loss, looking tough or strong
Q61: The best negotiators:
A) never use distributive tactics
B)
Q62: Starting negotiations with a positive reputation is
Q63: provides the other party with a clear
Q64: In most situations, one side of the
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