1 Discuss the importance of reciprocating (or not reciprocating) concessions. 2. List ways to prevent an adversary from establishing a committed position. How can a negotiator abandon a committed position? 3. Why might it be beneficial for parties in an integrated negotiation to know and share BATNAs? 4 Describe each of the 4major steps in the integrated negotiation process.
*Book: Negotiation by David Saunders Chapters,233
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