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The Most Important Idea in the Famous Book on Negotiations

question 66

Short Answer

The most important idea in the famous book on negotiations called Getting to Yes is the notion of the _________________ (BATNA).


Definitions:

Positive Moods

Emotional states that are characterized by feelings of happiness, satisfaction, or optimism.

James-Lange Theory

A theory of emotion proposing that physiological arousal precedes the experiencing of emotions.

Bodily Responses

Physiological reactions or responses of the body to internal or external stimuli.

Facial Expressions

The movements of the face that convey emotional states, reactions, or intentions to others.

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