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The continuation norm in e-negotiations is best described as:

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The continuation norm in e-negotiations is best described as:

The continuation norm in e-negotiations is best described as:
A) the tendency for negotiators to behave as if they are communicating synchronously when in fact they are not
B) the act of thinking about how things might have turned out differently
C) the tendency for e-communicators to ascribe diabolical intentions to the other party
D) negotiators' beliefs that negotiations are worth continuing, even if they are heading towards an obvious lose-lose outcome

Textbook

The Mind and Heart of the Negotiator

Edition: 6^th

Author: Thompson

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