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(1) How would you define negotiation? Give some examples of negotiations that you carry out in your personal and professional life

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(2) Give a full description of the ZOPA concept. Why the definition of the ZOPA (s) is important for successful conduction of negotiations?

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(3) Give an advantage and a disadvantage associated with making a proposal first in a negotiation?

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(4) What techniques should you use to make fruitful counter-offers?

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(5) Give a full description of what you consider to be a good deal. Give an example of a very successful negotiation and outline the reasons that account for the success

Management Theories, Management Studies

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