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affective trust 3AI enablement 2AI in preparation 1AI literacy 1AI personas 2B2B deal-making 2Business Negotiation Framework 1camera-off behaviour 1cognitive bias 1cognitive load 1cognitive trust 4cultural difference 1data-driven preparation 2depletion management 1emotional intelligence 1flattened hierarchy 1human autonomy 1hybrid negotiation 1informal interaction 1information control 1meta-analysis 1online presence 1power dynamics 1presence 1relational outcomes 1self-view 1System 1 and System 2 1transparency 1trust architecture 1trust at distance 1tyranny of presence 1value claiming 1virtual negotiation 3Zoom fatigue 1