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Negotiation Madness by Peter Nelson

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3. Phase Three: How to Propose

(i) In proposals there are either competing or compatible wants

In proposals, whether commercial or domestic, negotiation is simplified if both sides want the same thing, for example, to sell a car and to buy a car; or to get married. This understanding is however time contingent, meaning that the proposal to sell the car and the intention to buy the car might not last if the warranty has run out. The same with marriage.

A useful analogy on proposals is through human courtship where we try and have compatible wants. These can be for completely different reasons but aimed in the end at a marriage or a partnership.

(ii) Compatible is when both sides have the same agreement

In this situation where both sides are already ...

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