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Sometimes in negotiations you are trying to establish a more cooperative environment in a situation that is initially somewhat distributive or adversarial. It is not an unusual tactic in negotiations for the parties to initially embellish or overstate their "concerns" with issues or proposals that are presented. More realistic interpretations can be determined through discussions occurring throughout negotiations and rapport has been established between the parties. What do you think are some of the "clues" that negotiators can pick up on to determine that an issue or proposal may not be as important as initially represented by the other party?

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Operation Management, Management Studies

Category:- Operation Management
Reference No.:- M92499406

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