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Negotiating in the Leadership Zone by Ken Sylvester

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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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