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What Are the Four Fundamental Principles of Integrative Negotiation

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What are the four fundamental principles of integrative negotiation?


Definitions:

Structured Relationships

Organized and often formal interactions that follow defined rules or patterns, typically within a professional or institutional setting.

Reference Groups

Social groups that individuals look to as a basis for self-assessment or as a source of personal standards.

Self-Appraisal

A process by which an individual evaluates his or her own performance, strengths, and weaknesses.

Personal Standards

The individual beliefs and values that guide behavior and decision-making practices.

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