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| Topic: |
Business
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| Number of pages / Number of words: |
5 / 1265 |
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A good negotiator realizes that people have their own person values, need, feelings and experiences that must be recognized. Because of the subjective nature of people, it can be hard to predict in advance what is important to the other party. There is no magic formula that determines a good or bad negotiation...
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Instead the subjective definition of satisfaction from the negotiating parties determines a good deal or a bad deal (Cohen, Herb (1980).
Sometimes there is a personal relationship between the negotiation parties. There could be the emotional involvement between a parent and child, two spouses or friends that are negotiating with one another...
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