CHAPTER 6Assessing the Tendencies of Others

Dealing with the Other Side

Dr. Pat was now ready for the phase of taking the XL participants into the outward-focused portion of Step 2 in their treatment for negotiaphobia: assessing the other side’s strategic tendencies. Both Jay and Eduardo found it odd that their leader started the afternoon session of the workshop holding a deck of cards. Eduardo jokingly asked, “Hey, Doc, we going to play Texas Hold ’Em or what?” Dr. Pat simply shuffled the deck and smiled.

Your One Minute Drill: Each time you begin a negotiation situation, take a minute to review the three steps.

STEP 3Strategize: Select the proper strategy for this particular negotiation.

STEP 2Assess: Evaluate your tendency to use each of ...

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