5The Negotiation Session
Learning Objectives
By the end of this chapter, you should be able to:
• Use the location and setting to gain the advantage in negotiation.
• Use the opening statement and the agenda to control the progress of negotiation.
• Use techniques of persuasion and documentation to manage a negotiation.
After all the prenegotiation activity and planning have been completed, it is time to sit down and reason together as civilized people. This time of testing should be approached with confidence and certainty.
PRINCIPLES OF PERSUASION
A number of years ago, Carl I. Hovland published the results of a series of experiments regarding ...
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