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Distributive Bargaining
Discuss two of the following statement.
- Define and explain the purpose of the Five Distributive Bargaining Negotiation Skills.
- Discuss the “Zone of Possible Agreement” (ZOPA) and why some experienced negotiators consider it critically important to make the opening offer.
- Define the following terms: relational information, substantive information, equality norm, and equity norm and explain how they relate to the distributive bargaining process.
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