The initial working sessions of collective bargaining are no more than monologues in which both parties present their list of demands and provide data and arguments to support their positions.
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Q42: The purpose of circular questions is to
Q43: If a negotiator must give the first
Q44: During negotiations, parties often conceal their real
Q45: The interest-based bargaining process differs from the
Q46: Even if a negotiator believes the range
Q48: In a negotiation situation, the parties may
Q49: IBB generally required the existence of several
Q50: The need norm is known as keeping
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Q52: The purpose of open-ended questions is to
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