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What is the role of the relationship between Alex and Roberto in this negotiation? Is uncertainty important in explaining the outcome of this negotiation? Why

What is the role of the relationship between Alex and Roberto in this negotiation? Is uncertainty important in explaining the outcome of this negotiation? Why or why not?

Where does the trust between Alex and Roberto come from? How is that threatened in this negotiation? How is it restored?

What tactics that leverage relationships are used in this negotiation by Alex and

/

or Roberto? Are these effective? Why or why not?

What tactics from Chapter

6

could

ve been used in this negotiation? What would be the benefits and costs of using those tactics?

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