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The top documents tagged [opponents resistance]
Negotiation Lewecki Ch 2 Distributive Negotiations [sav lecture]
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CHAPTER TWO Strategy and Tactics of Distributive Bargaining McGraw-Hill/Irwin Copyright © 2011 by The McGraw-Hill Companies, Inc. All rights reserved
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Bargaining Zone Framework Initial offer Target point Resistance point Contract zone (or settlement range) Essence of negotiations involves trying
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1 CHAPTER TWO Strategy and Tactics of Distributive Bargaining (Slicing the Pie)
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Bargaining Zone Framework
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