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Successful Negotiating by Grant Mayberry

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THE ABILENE PARADOX: THE MANAGEMENT OF AGREEMENT

JERRYB. HARVEY

The July afternoon in Coleman, Texas (population 5,607) was particularly hot—104 degrees as measured by the Walgreen’s Rexall Ex-Lax temperature gauge. In addition, the wind was blowing fine-grained West Texas topsoil through the house. But the afternoon was still tolerable—even potentially enjoyable. There was a fan going on the back porch; there was cold lemonade; and finally, there was entertainment. Dominoes. Perfect for the conditions. The game required little more physical exertion than an occasional mumbled comment, “Shuffle ’em,” and an unhurried movement of the arm to place the spots in the appropriate perspective on the table. All in all, it had the makings of an agreeable ...

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