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FillinginblankChapter1 Twoofthedilemmasinmutualadjustmentthatallnegotiatorsfacearethedilemmaof andthedilemmaof .Answer:honesty,trust Page:14Partieswhoemploythe :contending Page:23MultipleChoiceQuestionsWhichisnotacharacteristicofanegotiationorbargainingsituation?conflictbetweenpartiestwoormorepartiesinvolvedanestablishedsetofrulesavoluntaryprocessAnswer::AWhichofthefollowingisnotanintangiblefactorinanegotiation?theneedtolookgoodfinalagreedpriceonacontractthedesiretobookmorebusinessfearofsettingaprecedentAnswer:BWhatarethetwodilemmasofnegotiation?thedilemmaofcostandthedilemmaofprofitmarginthedilemmaofhonestyandthedilemmaofprofitmarginthedilemmaoftrustandthedilemmaofcostthedilemmaofhonestyandthedilemmaoftrustAnswer:DWhichofthefollowingstatementsaboutconflictistrue?:BIntheDualConcernsModel,thelevelofconcernfortheindividual'esandthelevelofconcernfortheother':DShortansweressays::Conflictcanresultfromthestronglydivergentneedsofthetwoparties,,es. Regardlessofthecauseoftheconflict,,wewilldefineconflict,ur,reviewthefunctionsanddysfunctionsofconflict,anddiscussstrategiesformanagingconflicteffectively. Page:fortanduseofbothvalueclaimingandvaluecreatingstrategicapproaches?Answer:Notonlymustnegotiatorsbeabletorecognizewhichstrategyi

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