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BASIC FACTORS AFFECTING
VERBAL AND NONVERBAL
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able accept achieve actually adjudications advantage adversaries advocates agree agreement alternatives approach articulated attorneys bargaining interactions bargaining process Bastress behavior beneficial Blocking Techniques Brer Rabbit carefully clients Closing Stage competitive concessions conciliators conduct cooperative Cooperative/Integrative Stage cultures defendant demands disclose disclosure dispute effectively employ encounter endeavor enhance exchanges explore fact feel focus formulate frequently high context culture House of Saud indicate individuals induce Information Stage initial offers involved issues lawyers less litigation manner mediation ment minimal Mutt and Jeff mutual accords needs and interests negotiation process neutral intervenors nonsettlement options nonverbal communication nonverbal signals objectives obtain offeror opening offers opponent's opponents opposing counsel Ordover Palsgraf participants parties persons plaintiff position changes prefer prepared proposals questions recipients recognize respect response sessions settlement conferences side side's substantial suggest tactics techniques telephone tend tion tive Track II Diplomacy transaction underlying usually verbal leaks