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Negotiating Partnerships: Increase profits and reduce risks by Iwar Unt, Keld Jensen

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One and the same negotiation is perceived differently

When a negotiation method and the result it leads to are to be assessed this is always done on the basis of different viewpoints. Our perception of the negotiation differs. Was it effected by means of combat or co-operation, was the result good or bad, did the negotiators signal weakness or diffidence, or did they display strength?

Depending on who we are, and on the perspective from which we view the negotiations, we’ll arrive at different, and sometimes entirely contradictory, assessments of one and the same negotiation.

You should view the negotiation and the play surrounding it from a multidimensional perspective, and not let yourself be fooled by simplistic and one-dimensional explanatory ...

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