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bchangia bchangia
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7 years ago
Agents have an incentive to make transactions happen and are motivated to apply pressure to whomever is motivated to reach a deal. Therefore a key challenge of working with agents is that:
A) an agent's incentives are not perfectly aligned with the principal's
B) the emotional detachment and tactical flexibility provided by an agent may make it hard for the counterparty to infer the principal's interests
C) the agent doesn't act as a face-saving buffer for the principal
D) the agent has limited authority to offer price reductions
Textbook 
The Mind and Heart of the Negotiator

The Mind and Heart of the Negotiator


Edition: 6th
Author:
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The Mind and Heart of the Negotiator, 6/E
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fiona_zapatifiona_zapati
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7 years ago
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bchangia Author
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7 years ago
this is exactly what I needed
hmonier
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Yesterday
Thanks
kc123
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2 hours ago
Brilliant ツ
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