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1
https://www.pon.harvard.edu/daily/dealmaking-daily/what-is-distributive-negotiation-strategies/
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https://www.pon.harvard.edu/daily/dealmaking-daily/what-is-distributive-negotiation-strategies/
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2
https://procurementtactics.com/distributive-negotiation/
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https://procurementtactics.com/distributive-negotiation/
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3
https://www.beyondintractability.org/essay/distributive_bargaining
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https://www.beyondintractability.org/essay/distributive_bargaining
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4
https://study.com/learn/lesson/distributive-negotiation-overview-examples.html
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5
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6
https://www.americanexpress.com/en-us/business/trends-and-insights/articles/negotiation-tactics-earn-more-with-distributive-bargaining/
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7
https://www.thomasnet.com/insights/distributive-bargaining-negotiation/
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8
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9
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https://thebusinessprofessor.com/communications-negotiations/distributive-negotiation
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10
https://www.youtube.com/watch?v=oz5clyWOOIc
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11
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12
https://www.mindtools.com/ajh8pyd/win-win-negotiation
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13
https://motamem.org/wp-content/uploads/2019/09/Team-Negotiation.pdf
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14
https://legislature.vermont.gov/Documents/2016/WorkGroups/House%20General/Labor%20and%20Employment/Education%20Labor%20Relations/Witness%20Testimony/W~Rep.%20Gabrielle%20Lucke~Interest-Based%20Bargaining%20~2-27-2015.pdf
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https://legislature.vermont.gov/Documents/2016/WorkGroups/House%20General/Labor%20and%20Employment/Education%20Labor%20Relations/Witness%20Testimony/W~Rep.%20Gabrielle%20Lucke~Interest-Based%20Bargaining%20~2-27-2015.pdf
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15
https://absel-ojs-ttu.tdl.org/absel/article/view/2215/2184
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16
https://www.wise-geek.com/what-is-distributive-bargaining.htm
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17
https://www.airuniversity.af.edu/Portals/10/AFNC/documents/Negotiationsectionstef/Distributive%20Fights%20and%20Integrative%20Efforts_Two%20Frames%20for%20Negotiation.pdf
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https://www.airuniversity.af.edu/Portals/10/AFNC/documents/Negotiationsectionstef/Distributive%20Fights%20and%20Integrative%20Efforts_Two%20Frames%20for%20Negotiation.pdf
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18
https://faculty.ksu.edu.sa/sites/default/files/im_chapter_02_7e_lewicki_eon.pdf
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19
https://quizlet.com/585311184/lewicki-distributive-negotiation-flash-cards/
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20
https://www.hbs.edu/faculty/research/publications/Pages/default.aspx?q=Distributive%20Bargaining
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https://www.hbs.edu/faculty/research/publications/Pages/default.aspx?q=Distributive%20Bargaining
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21
https://cdn.vanderbilt.edu/vu-web/owen/files/publications/JPSP.Personality%20and%20Barganing.pdf
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https://cdn.vanderbilt.edu/vu-web/owen/files/publications/JPSP.Personality%20and%20Barganing.pdf
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22
https://www.europarc.org/communication-skills/pdf/Negotiation%20Skills.pdf
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https://www.europarc.org/communication-skills/pdf/Negotiation%20Skills.pdf
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23
https://www.mindedge.com/negotiation/three-negotiation-strategies-and-when-to-use-them/
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24
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25
https://www.dli.pa.gov/Businesses/Labor-Management-Relations/mediation/Pages/Interest-Based-Bargaining.aspx
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26
https://www.cram.com/essay/Distributive-Bargaining-In-Labor-Relations/FJYYTWWYXV
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https://www.cram.com/essay/Distributive-Bargaining-In-Labor-Relations/FJYYTWWYXV
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27
https://learn.saylor.org/course/view.php?id=68§ionid=645
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28
https://ecommons.cornell.edu/bitstream/handle/1813/75303/Lawler60_Bargaining_and_Influence006.pdf?sequence=1
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https://ecommons.cornell.edu/bitstream/handle/1813/75303/Lawler60_Bargaining_and_Influence006.pdf?sequence=1
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29
https://www.csus.edu/indiv/c/carperdl/ch3-lewicki.ppt
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https://www.csus.edu/indiv/c/carperdl/ch3-lewicki.ppt
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30
https://www.iedunote.com/types-bargaining-strategies
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https://www.iedunote.com/types-bargaining-strategies
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31
https://highered.mheducation.com/sites/dl/free/0070979960/894027/lew79960_chapter02.pdf
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https://highered.mheducation.com/sites/dl/free/0070979960/894027/lew79960_chapter02.pdf
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32
https://scholarship.law.missouri.edu/cgi/viewcontent.cgi?article=1768&context=jdr
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https://scholarship.law.missouri.edu/cgi/viewcontent.cgi?article=1768&context=jdr
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33
https://studycorgi.com/critique-of-negotiation-theory-distributive-bargaining/
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https://studycorgi.com/critique-of-negotiation-theory-distributive-bargaining/
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34
https://www.skillsyouneed.com/ips/negotiation2.html
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35
https://www.business.com/articles/the-art-of-negotiating-how-to-make-every-deal-a-win-win/
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https://www.business.com/articles/the-art-of-negotiating-how-to-make-every-deal-a-win-win/
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36
https://www.tandfonline.com/doi/abs/10.1080/10510974.2021.1953101
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https://www.tandfonline.com/doi/abs/10.1080/10510974.2021.1953101
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37
https://www.mdpi.com/2076-0760/6/4/115
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https://www.mdpi.com/2076-0760/6/4/115
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38
https://ink.library.smu.edu.sg/cgi/viewcontent.cgi?article=7446&context=lkcsb_research
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https://ink.library.smu.edu.sg/cgi/viewcontent.cgi?article=7446&context=lkcsb_research
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39
https://www.ncbi.nlm.nih.gov/pmc/articles/PMC7495178/
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https://www.ncbi.nlm.nih.gov/pmc/articles/PMC7495178/
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40
https://core.ac.uk/download/pdf/334950975.pdf
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https://core.ac.uk/download/pdf/334950975.pdf
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41
https://www.toolshero.com/management/win-lose-negotiation/
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https://www.toolshero.com/management/win-lose-negotiation/
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42
https://www.linkedin.com/pulse/integrative-bargaining-versus-distributive-vedant-prusty
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https://www.linkedin.com/pulse/integrative-bargaining-versus-distributive-vedant-prusty
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43
https://www.glassdoor.com/blog/guide/integrative-negotiation/
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https://www.glassdoor.com/blog/guide/integrative-negotiation/
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44
https://akriviahcm.com/hr-glossary/distributive-bargaining/
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45
https://www.bakercommunications.com/archive/jun12/negotiation060112.html
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https://www.bakercommunications.com/archive/jun12/negotiation060112.html
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46
https://www.ivey.uwo.ca/academy/blog/2019/07/four-business-negotiation-techniques/
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https://www.ivey.uwo.ca/academy/blog/2019/07/four-business-negotiation-techniques/
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47
https://www.sciencedirect.com/science/article/abs/pii/0022103171900217
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https://www.sciencedirect.com/science/article/abs/pii/0022103171900217
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48
https://www.cambridge.org/core/journals/journal-of-management-and-organization/article/distributiveintegrative-negotiation-strategies-in-crosscultural-contexts-a-comparative-study-of-the-usa-and-italy/A68B54F9B1710461A642DC719C34F917
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https://www.cambridge.org/core/journals/journal-of-management-and-organization/article/distributiveintegrative-negotiation-strategies-in-crosscultural-contexts-a-comparative-study-of-the-usa-and-italy/A68B54F9B1710461A642DC719C34F917
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49
https://scholarlycommons.law.case.edu/cgi/viewcontent.cgi?referer=&httpsredir=1&article=1789&context=caselrev
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50
https://www.semanticscholar.org/paper/Team-Negotiation%3A-An-Examination-of-Integrative-and-Thompson-Peterson/605e3a53e3516369f80998e911584c05c1efae7b
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https://www.semanticscholar.org/paper/Team-Negotiation%3A-An-Examination-of-Integrative-and-Thompson-Peterson/605e3a53e3516369f80998e911584c05c1efae7b
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51
http://images.china-pub.com/ebook3660001-3665000/3662962/ch02.pdf
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http://images.china-pub.com/ebook3660001-3665000/3662962/ch02.pdf
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52
https://keydifferences.com/difference-between-distributive-and-integrative-negotiation.html
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https://keydifferences.com/difference-between-distributive-and-integrative-negotiation.html
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53
https://www.stonepigman.com/media/event/53_Stuff_You_Need_to_Know_to_be_a_Better_Advocate_in_Negotiation_2C_Mediation_and_Arbitration_-_Michael_McKay.pdf
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https://www.stonepigman.com/media/event/53_Stuff_You_Need_to_Know_to_be_a_Better_Advocate_in_Negotiation_2C_Mediation_and_Arbitration_-_Michael_McKay.pdf
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54
https://www.negotiations.com/articles/negotiation-types/
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https://www.negotiations.com/articles/negotiation-types/
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55
https://www.123helpme.com/essay/Distributive-Bargaining-Styles-In-Negotiation-FJGSYBD2R
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https://www.123helpme.com/essay/Distributive-Bargaining-Styles-In-Negotiation-FJGSYBD2R
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56
https://assets.publishing.service.gov.uk/media/57a08b4540f0b652dd000bca/Negotiationweb.pdf
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https://assets.publishing.service.gov.uk/media/57a08b4540f0b652dd000bca/Negotiationweb.pdf
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57
http://www.efos.unios.hr/poslovno-pregovaranje/wp-content/uploads/sites/279/2013/04/Strategy-and-Tactics-of-Distributive-Bargaining.pdf
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http://www.efos.unios.hr/poslovno-pregovaranje/wp-content/uploads/sites/279/2013/04/Strategy-and-Tactics-of-Distributive-Bargaining.pdf
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58
https://www.minncle.org/eaccess/1025751901/005_Meierding.pdf
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https://www.minncle.org/eaccess/1025751901/005_Meierding.pdf
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59
https://journal.sjdm.org/12/121025/jdm121025.html
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https://journal.sjdm.org/12/121025/jdm121025.html
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60
https://www.thefreedictionary.com/distributive+bargaining
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61
https://www.coursehero.com/tutors-problems/Business/8740607-Compare-and-contrast-the-distributive-bargaining-and-integrative-negot/
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https://www.coursehero.com/tutors-problems/Business/8740607-Compare-and-contrast-the-distributive-bargaining-and-integrative-negot/
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62
https://brill.com/downloadpdf/book/9789004233911/B9789004233911-s003.xml
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https://brill.com/downloadpdf/book/9789004233911/B9789004233911-s003.xml
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63
https://www.getsmarter.com/blog/career-advice/negotiating-for-success/
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https://www.getsmarter.com/blog/career-advice/negotiating-for-success/
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64
https://apps.law.asu.edu/files/!NoTemplate/AALS/Korobbkin.pdf
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https://apps.law.asu.edu/files/!NoTemplate/AALS/Korobbkin.pdf
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65
https://psycnet.apa.org/record/1996-01707-006
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https://psycnet.apa.org/record/1996-01707-006
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66
https://www.studocu.com/en-us/document/university-of-arkansas-grantham/employment-law/week-8-neg-final/8332967
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https://www.studocu.com/en-us/document/university-of-arkansas-grantham/employment-law/week-8-neg-final/8332967
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67
https://wwws.law.northwestern.edu/faculty/fulltime/nadler/thompson_nadler_infotechnology.pdf
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https://wwws.law.northwestern.edu/faculty/fulltime/nadler/thompson_nadler_infotechnology.pdf
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68
https://www.chegg.com/flashcards/negotiations-d9b4bd63-0bb3-4b60-b2d0-c9d9dd20bbfc/deck
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69
https://onlinelibrary.wiley.com/doi/10.1002/ejsp.714
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70
https://veterinarybusinessadvisors.com/successful-negotiations-strategies-for-salary-benefits-and-more-2/
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71
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72
https://www.oxfordreference.com/view/10.1093/oi/authority.20110803095722671
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73
https://lawshelf.com/coursewarequizview/adversarial-positioning-distributive-bargaining/
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https://lawshelf.com/coursewarequizview/adversarial-positioning-distributive-bargaining/
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74
http://gibir.com.py/v2/kbwu/types-of-negotiation-in-business
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http://gibir.com.py/v2/kbwu/types-of-negotiation-in-business
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75
https://www.quora.com/What-is-distributive-bargaining
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https://www.quora.com/What-is-distributive-bargaining
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76
https://www.advocatemagazine.com/article/2019-august/influence-in-settlement-negotiations-15-tips
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https://www.advocatemagazine.com/article/2019-august/influence-in-settlement-negotiations-15-tips
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77
https://www.fmcs.gov/wp-content/uploads/2019/03/Interest-Based-Bargaining.pdf
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https://www.fmcs.gov/wp-content/uploads/2019/03/Interest-Based-Bargaining.pdf
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78
https://irc.queensu.ca/wp-content/uploads/articles/articles_interest-based-collective-bargaining-a-success-story.pdf
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https://irc.queensu.ca/wp-content/uploads/articles/articles_interest-based-collective-bargaining-a-success-story.pdf
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79
https://www.grin.com/document/1022432
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https://www.grin.com/document/1022432
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80
https://search.proquest.com/openview/d7c44387877bce061aea756e6a98adb7/1?pq-origsite=gscholar&cbl=18750&diss=y
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81
https://academic.oup.com/book/32649/chapter/270575633
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https://academic.oup.com/book/32649/chapter/270575633
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82
https://zeritenetwork.com/practical-advantages-and-disadvantages-of-win-lose-negotiations/
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https://zeritenetwork.com/practical-advantages-and-disadvantages-of-win-lose-negotiations/
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83
https://papers.ssrn.com/sol3/papers.cfm?abstract_id=2998338
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https://papers.ssrn.com/sol3/papers.cfm?abstract_id=2998338
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84
https://www.negotiationstraininginstitute.com/what-you-need-to-know-about-distributive-and-integrative-bargainin/
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https://www.negotiationstraininginstitute.com/what-you-need-to-know-about-distributive-and-integrative-bargainin/
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85
https://francescagino.com/s/Jeong-et-al-2019-Communicating-with-Warmth.pdf
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https://francescagino.com/s/Jeong-et-al-2019-Communicating-with-Warmth.pdf
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86
https://link.springer.com/article/10.1007/s10726-017-9550-x
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https://link.springer.com/article/10.1007/s10726-017-9550-x
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87
https://boycewire.com/collective-bargaining-definition-types-and-examples/
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88
https://mitsloan.mit.edu/ideas-made-to-matter/a-classic-negotiation-framework-still-applicable-after-50-years
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https://mitsloan.mit.edu/ideas-made-to-matter/a-classic-negotiation-framework-still-applicable-after-50-years
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89
https://oxfordre.com/psychology/view/10.1093/acrefore/9780190236557.001.0001/acrefore-9780190236557-e-253
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90
https://ivypanda.com/essays/negotiation-concept-and-effectiveness/
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91
https://psychologydictionary.org/distributive-bargaining/
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https://psychologydictionary.org/distributive-bargaining/
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92
https://www.frontiersin.org/articles/10.3389/fpsyg.2021.655448/full
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https://www.frontiersin.org/articles/10.3389/fpsyg.2021.655448/full
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93
https://www.balas.org/resources/Documents/2020%20Conference%20Files/Proceedings%202020/Paper%2025.pdf
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94
https://jamesbaker.thinkport.org/doc/S10L1-IWin.pdf
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95
http://www.atlas101.ca/pm/concepts/win-win-win-lose-and-lose-lose-situations/
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