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The Truth About Negotiations by Leigh Thompson

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Truth 42Saving face

According to negotiation expert Morton Deutsch, saving face is a negotiator's most sacred possession. Face is the value we put on our public image, reputation, and status in negotiations.

Part of using power responsibly is creating a way that both parties can come back to the negotiation table without fear of social censure or loss of self-esteem.

Face is the value we put on our public image, reputation, and status in negotiations.

Negotiators often get so caught up in who's right and who's wrong determinations that they make it virtually impossible for people to return to the table with their dignity in hand.

Moreover, people in the United States often do not appreciate how important face-saving concerns are for members ...

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