As parties move towards a solution in a conflict, they can only adopt one position.
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Q11: In interest-based negotiation, the problem is defined
Q12: An effective negotiation deals with the issues,
Q13: A win-win approach in negotiation aims to:
A)
Q14: Strong motivation to reach agreement and inherently
Q15: The appropriate negotiation strategy is established by:
A)
Q17: Finding out about the other party is
Q18: In a win-win negotiation strategy, both parties
Q19: The negotiators who argue according to 'only
Q20: The aim of negotiation is to:
A) clarify
Q21: According to Kilmann and Thomas (1975), what
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