Question: Using Lewicki, R. J., Barry, B., & Saunders, D. M. (2015). Negotiation: Readings, exercises, and cases (7th ed.). McGraw-Hill. Why do negotiators need to manage

Using Lewicki, R. J., Barry, B., & Saunders, D. M. (2015). Negotiation: Readings, exercises, and cases (7th ed.). McGraw-Hill.

Why do negotiators need to manage the paradox between sticking with their prepared strategy and pursuing a new opportunity that arises during the process?

What are the three things that negotiators can do to manage the perceptions of fairness and rationality proactively?

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