The first iteration through the planning process should be firm,and the negotiator should be inflexible and not modify and adjust previous steps as new information becomes available.
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Q18: _ strategies tend to create "we-they" or
Q19: According to Greenhalgh's stage model of negotiation,_
Q20: The dominant force for success in negotiation
Q21: If both substance and relationship outcomes are
Q22: Interests may be process-based and relationship-based.
Q24: When the other side raises an unexpected
Q25: Single-issue negotiations can often be made integrative
Q26: A unilateral choice is one that is
Q27: Single-issue negotiations and the absence of a
Q28: If what we want exceeds what the
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