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Regarding the interests-rights-power model of disputing, a negotiator who uses a power-based ...

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Regarding the interests-rights-power model of disputing, a negotiator who uses a power-based ...

Regarding the interests-rights-power model of disputing, a negotiator who uses a power-based approach is characterized by:
A) using status, rank, threats, and intimidation to prevail
B) an interest in formalizing parties' rights by law or contract
C) a need to apply standards of fairness to negotiation
D) an interest in reconciling differences in a way that addresses the counterparty's most pressing needs and concerns

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The Mind and Heart of the Negotiator

Edition: 6^th

Author: Thompson

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