acceptance, agreement of, 18
afraid, closing, 81
agenda, preparation, 43–44
agreement
closing, 82–83
proposal, 55
terms of, 18
alternative proposal, 57
analogy on proposal, 55
anchoring, preparation, 44
anger, 28
assuming authority, 73–74
Australian system, negotiation, 14
back and forth, debating, 50–51
bargaining
conditional, 59
exchanges, 59
free works, 60
ploys (see ploys, bargaining)
sacrificing, 62–63
shifting position, 62
third-party intervention, 63
underestimation, 60–62
blocking, bargaining, 69
bribery rates, 77–80
Catch 22, 89–90
closing
afraid, 81
agreement, 82–83
deadlock, 83
making a sale, 81
marriage proposal, 81
timing, 81–82
communication, 52
communities, negotiation in, 11–12
compatible, 35, 55, 56
conditional, bargaining, ...
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