About distributive bargaining in negotiations: 1. How to recognize distributive bargaining situations. 2. What is the importance
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About distributive bargaining in negotiations:
1. How to recognize distributive bargaining situations. 2. What is the importance of objectives and targets, reserve points, and alternatives. 3. What are the tactical approaches used in distributive situations. 4. How to recognize and defend against hardball tactics used by others?
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Strategic Management Competitiveness and Globalization, Concepts and Cases
ISBN: 978-1285425184
11th edition
Authors: Michael A.Hitt, R.Duane Ireland, Robert E.Hoskisson
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