Question: 1. Why is BATNA important? 2. What are the five common paradoxes that negotiators face? Which one seems the most difficult to manage? 3. In

1. Why is BATNA important?

2. What are the five common paradoxes that negotiators face? Which one seems the most difficult to manage?

3. In what ways can intangibles affect a negotiation?

4. What does the phrase, " rationality and fairness are relative," mean in concerns with negotiation?

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