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Andru Andru
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6 years ago
Regarding the interests-rights-power model of disputing, a negotiator who uses a rights-based approach is characterized by:
A) learning about the counterparty's underlying needs
B) applying rank and status biases to the negotiation
C) invoking norms and precedents
D) addressing the counterparty's most pressing concerns
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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kenttodkenttod
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6 years ago
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Andru Author
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6 years ago
Thank you for helping me!
Business Intelligence: A Managerial Perspective on Analytics, 4/E (Sharda, Delen, Turban)
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