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A negotiator's unilateral choice of strategy is reflected in the answers to two simple questi
1. How much concern does the actor have for achieving the substantive outcomes at stake negotiation?
2. How much concern does the negotiator have for the current and future quality of the relationship with the other party?
Q8: Gathering information about the other party is
Q9: provides the other party with a clear
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Q37: Striking a deal with an opponent who
Q43: A mediator is a third party who
Q56: Expert power is:<br>A) derived from the ability
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Q68: Research shows that simply telling people about