It is very usual in negotiations for the parties to initially embellish or overstate their… 1 answer below »

It is very usual in negotiations for the parties to initially embellish or overstate their "concerns" with issues or proposals that are presented. More realistic interpretations can be determined through discussions occurring throughout negotiations and rapport that has been established between the parties. What can those “hints” bethat negotiators can pick up on to determine that an issue or proposal may not be as important as initially represented by the other party?

 

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