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Match the basic steps involved in the cross-cultural negotiation process (in the left column) with their descriptions (in the right column).AgreementExchanging task-related informationPlanningPersuasionInterpersonal relationship building-This phase indicates participants' desire to determine those who are reasonable and those who are not.-It involves making concessions and reaching a final settlement or entering a contract that is approved by both parties.-Negotiators study the possible options for attaining their objectives.-In this phase, participants express their positions on critical issues and attempt to learn the goals of the other party and what it is willing to give up.-This is viewed as the most important phase in the negotiation process.
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