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…showed last 75 words of 1514 total…Negotiators often rely too much on readily available information, while ignoring more relevant data. Facts or events that people have encountered often are usually easy to remember. It is also easier to remember or imagine more clear events. Information that is easily recalled because it is familiar may be interpreted as being reliable when it is not. Thus effective negotiators learn to distinguish what is emotionally familiar to them from what is reliable and relevant.