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Negotiators should consider the impact of three types of risk with regard to their alternatives. These three types of risk include: contractual risk, overconfidence risk,

Negotiators should consider the impact of three types of risk with regard to their alternatives. These three types of risk include:

contractual risk, overconfidence risk, and failure risk

tactical risk, strategic risk, and overconfidence risk

failure risk, BATNA risk, and information

-

sharing risk

strategic risk, BATNA risk, and contractual risk

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