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1) the terms of walkaway, target point, asking price, initial offer, positive bargaining range, and negative bargaining range 2) the concept of distributive bargaining 3)
1) the terms of walkaway, target point, asking price, initial offer, positive bargaining range, and negative bargaining range
2) the concept of distributive bargaining
3) with examples the concepts of assessing the other partys outcome values, managing the other partys impressions, modifying the other partys perceptions, and manipulating the actual costs of delay
4) the terms of opening offer, concession, asking price, and target point
5) which negotiation approaches could possibly be unethical
6) the concepts related to commitments
7) definitions and examples of hardball tactics
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