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Andru Andru
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7 years ago
When a negotiator draws conclusions about the counterparty's true interests from their responses to packages of different offers, the negotiator can discover opportunities for joint gains through the process of:
A) perceived power
B) the reciprocity principle
C) inductive reasoning
D) substantiation
Textbook 
The Mind and Heart of the Negotiator

The Mind and Heart of the Negotiator


Edition: 6th
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Business Intelligence: A Managerial Perspective on Analytics, 4/E (Sharda, Delen, Turban)
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JamesD01JamesD01
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7 years ago
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Andru Author
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7 years ago
Just got PERFECT on my quiz
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Thank you, thank you, thank you!
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