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Cantey Cantey
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7 years ago
Powerful negotiators need to be aware of the psychological effects of using power tactics on negotiators who are in a less powerful position. Negotiators with less power are:
A) less paranoid about change
B) less susceptible to the emotions of the higher power counterparty
C) more prone to act in a risk-seeking fashion
D) more accurate in perceiving the attitudes of those in higher power
Textbook 
The Mind and Heart of the Negotiator

The Mind and Heart of the Negotiator


Edition: 6th
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JamesD01JamesD01
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7 years ago
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Cantey Author
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6 years ago
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