Appendix A
Glossary of Key Terms
Accumulated mind
How a person’s thinking is conditioned over time.
Alternatives
A choice between possibilities.
Ambiguity
When words or ideas are vague or uncertain.
Answers, Formulas, and Techniques (AFTs)
Predetermined ways to solve problems and make decisions without consideration of context or assumptions that are unique to a particular negotiation.
Assumption
An assumption is something that is taken for granted or unquestionably accepted as true.
Attributes
Qualities or characteristics inherent in or ascribed to someone or something.
Audience
This refers to the different kinds of people that a business is marketing in order to remain in business.
Balanced Power
Power to achieve rather than power to ...
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