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Negotiation Madness by Peter Nelson

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4. Phase Four: Bargaining

(i) Bargaining involves making exchanges

Life is one long bargaining session, from the cradle to the grave. We give up something for something else. Globally, the child eats the vegetables so that they can watch TV. The child cleans their room so they can go to play with a friend. The child believes in religion because they are told to. A person gives up some freedom to get married in exchange for companionship and in response to the biological urge to have children. The real consideration becomes whether what is given up compensates for what one receives in return.

In negotiation, both the sides win if each gets exactly what they want or reasonably expect. It is like a swing between A winning with all of what they ...

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