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Describe the general tone of the exchanges

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Question

1. What are the objectives of both parties in the exchanges? How would you describe the general tone of the exchanges?

2. Were Marilyn's objectives achieved in the first exchange? Were Len's objectives achieved in the first exchange? What do you project the outcome of the first exchange to be?

3. Were Marilyn's objectives achieved in the second exchange? Were Len's objectives achieved in the second exchange? What do you project the outcome of the second exchange to be?

4. Identify two transition points in each exchange and analyze the impact of the transitions on the negotiation.

Reference no: EM133466428

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