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Negotiating Partnerships: Increase profits and reduce risks
book

Negotiating Partnerships: Increase profits and reduce risks

by Keld Jensen, Iwar Unt
November 2001
Beginner to intermediate content levelBeginner to intermediate
256 pages
5h 53m
English
Pearson
Content preview from Negotiating Partnerships: Increase profits and reduce risks

Stress

Physiologically, submissive and aggressive behaviour are conditions that cause stress. Submissive behaviour leads to remission in negotiation situations and aggressive behaviour leads to a combative attitude. Both types destroy productivity.

Imagine the tough Vikings. Our little Viking friend Thorleif is running in the big forest on the way home to his village.

He turns around a corner in a clearing. And there, suddenly is Gunhild, Thorleif’s biggest enemy.

What are Thorleif’s options now? He can run or fight. Submissive or aggressive behaviour respectively.

Assertive behaviour would be lethal for Thorleif. He could not start discussing Gunhild’s basic rights and his respect for him in exchange for persuading him to let him go.

Stress ...

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Publisher Resources

ISBN: 9780131370234Purchase book