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PRELIMINARY STAGE ESTABLISHING NEGOTIATOR IDENTITIES
CLOSING STAGE VALUE SOLIDIFYING
50 points accept Ace agrees achieve actually adversaries agreement appreciate approach attorneys ATTRIBUTION BIAS bargaining encounters bargaining interactions behavior client competitive Competitive/Adversarial bargainers concessions CONFIDENTIAL INFORMATION Cooperative Stage Cooperative/Problem-Solvers DANIEL GOLEMAN deal Defendant disclose disclosure discussions Distributive Stage Eastern Electric effective Electronics employ ENDOWMENT EFFECT exchanges fact firm Human Rights Committee Human Rights Watch indicate individuals induce initial issues joint returns Largecorp lawyers Legal Negotiation Leigh Thompson less male maximize the joint mediators Mu Electronics Mutt and Jeff mutually negative negotiation exercises neutral nonsettlement nonverbal communication nonverbal signals obtain opening offers opponent’s opponents options Parker participants parties percent Permanent Members persons Plaintiff points if Ace position changes prepared Professor Palsgraf proficient negotiators questions respect Score minus Score plus 50 SELF-ASSESSMENT seller settlement side side’s Singlepart supra note tactics talk techniques telephone tend transaction underlying interests usually