1. Negotiations will often start with each party stating their goals and what they want to achieve....
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1. Negotiations will often start with each party stating their goals and what they want to achieve. If these opening positions become ‘locked in’, how does that make it more difficult to reach agreement when the negotiators reach the exchange phase?
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Related Book For 
Effective Negotiation From Research To Results
ISBN: 9781108701297
4th Edition
Authors: Ray Fells, Noa Sheer
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