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question 13

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Identify and describe different conflict situations and tactics used in negotiations such as concealing information and manipulative actions.
Understand the role of selective presentation in shaping the negotiation outcomes.
Recognize the effectiveness and limitations of distributive bargaining strategies in interdependent situations.
Learn the importance of preparation and information gathering in defending against hardball tactics.

Definitions:

Interests

The desires, concerns, needs, or goals that individuals or groups aim to achieve or satisfy in various contexts, such as negotiations or conflicts.

Gathering information

The process of collecting data or insights to inform decisions, solve problems, or understand situations more fully.

Negotiation objectives

The specific goals or outcomes that a party aims to achieve through the negotiation process.

Strategizing

Formulating plans and strategies to achieve specific goals or overcome challenges.

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