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STTS: Win-Win Negotiation by David Goldwich

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Five negative negotiating behaviours

In Chapter 2 we saw that win-win negotiators engage in certain behaviours that help bring about win-win solutions: they ask questions, listen, empathise, consider and explain, and think creatively. They also avoid these five behaviours that negatively affect negotiations.

Personal attacks

Negotiations can get intense. Long hours, incompatible demands, unmet expectations, personality and cultural clashes, and lack of progress can frustrate the participants. Tempers rise. Harsh words are exchanged. Things can get personal.

The average negotiator, when attacked, is likely to defend himself and then launch a counterattack against the other side. These attacks and counterattacks can spiral out of control and cause ...

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