In the Negotiation Planning Guide it is not necessary to define the alternatives (BATNAs).
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Q27: Single-issue negotiations and the absence of a
Q28: If what we want exceeds what the
Q29: Negotiators usually set clear objectives that can
Q30: _ often requires considering how to package
Q31: Having a sense of direction and the
Q33: A single planning process can be followed
Q34: A "field analysis" is one way to
Q35: The objective of "closing the deal" is
Q36: Accommodation is as much a win-lose strategy
Q37: Distributive strategies may generate a pattern of
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