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agent aggressive agree agreement Allenton asked attempt bargaining session BATNA body language buyer called clause concession behavior conflict considered contract contractor cost crackerjack deadlock deal delivery demand despite dickering ethical EXAMPLE exercise expectations experienced negotiators eyeglass fetish favorable premise firm firm's Freebies frequently goals haggling hard bargaining high aspirations industry intent issue level of aspiration liquidated damage list price look manager manufacturing mattress spring meeting ment mock negotiation negotiation theory negotiator's nibbler offer one's opponent opportunity cost Packit party party's performance person phrase play position practice prepared problem product or service purchase question reason resistance point risk risk averse role salesperson seller side simply situation soft bargaining sometimes speaker statement supplier tactic technique term TEST tion Torman Type A person Uniform Commercial Code utility schedule warranty words zero defects