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Why do so many firms take a reactive approach to exporting rather than a proactive approach?
Attitudinal Structuring
The process by which labor negotiations and management strategies aim to influence the attitudes and perceptions of the other party or the workforce.
Settlement Range
The range within which an agreement is acceptable to both parties involved in a negotiation, often determined by their respective needs and interests.
Resistance Point
The least favorable outcome that a party in a negotiation is willing to accept before walking away from a deal.
Target Point
The ultimate goal or aspiration that a negotiating party aims to achieve in a negotiation process.
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