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1. Discuss some methods in dealing with typical hardball tactics? Which is more effective, why?
2. Why are alternatives important in a negotiated agreement?
3. For a negotiation to be characterized as integrative, what behaviors and perspectives must be present? Why are these important?
4. What are the factors that facilitate a successful integrative negotiation? Which one of these do you feel is most important, why?
5. What is the difference between distributive bargaining and integrative negotiation? How are each used?
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