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Negotiation at Work by IRA G. ASHERMAN

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INDEX

A

Accommodating behavior, 62, 71, 75

definition of, 79

example of, 82

Action planning, 57

Action planning worksheets, 117, 123

Adams, J.S., 261

Adams’ Paradox, The (exercise), 255, 259–261

Advantages

definition of, 277

of products/services, 277–279

Advertisements, as proof statements, 284

Aggressive behavior

definition of, 79

differentiated from assertive behavior, 81

example of, 82

Agreements, long-term versus short-term, 261

Alpha Project, The (role play), 20, 345–346

American Economic Review, 229

Antique Car (case study), 155–157

Approach Piece, The (sales negotiation exercise), 281–285

Art Market (case study), 147–149

Assertiveness, 77–87

Being Assertive (exercise 3), 85–87

Defining Assertiveness (exercise 1), 79

definition of, 79

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