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Negotiate 1-2-3: Getting to Yes
Okay, if you had to guess, what might have prompted the negotiator to respond this second way?
He is frustrated because he is in a weak bargaining position and wishes he had done better.
He and the other party don’t get along very well.
He feels he has done very well, but doesn’t want to embarrass the other party.
A reason that’s different from the options above.
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