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Which of the following are indicative behaviours of a distributive approach to negotiating?

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Which of the following are indicative behaviours of a distributive approach to negotiating?

A.

1 and 4 only (Maintaining openness and Attempting to cast doubt)

B.

2 and 4 only (Establishing power and Attempting to cast doubt)

C.

1 and 3 only (Maintaining openness and Seeking understanding)

D.

2 and 3 only (Establishing power and Seeking understanding)

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TESTED 20 Oct 2025