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Essay

Getting to Yes

Essay specific features

 

Issue:

Book Reports

 

Written by:

Louis L

 

Date added:

May 3, 2015

 

Level:

University

 

Grade:

A

 

No of pages / words:

5 / 1374

 

Was viewed:

465 times

 

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Essay content:

They start with defining the difference between positional negotiations versus principled negotiations. They then move on describing their four principles for effective negotiation: People, Interests, Options, and Criteria. Additionally, they describe three common obstacles to negotiation - when the other party is more powerful, what if they won't play, and when the other party uses dirty tricks - and discuss ways to overcome those obstacles...
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They also emphasize that all four negotiation principles should be used throughout the negotiation process. Finally, the team of authors answers ten commonly asked questions. In this review we will touch briefly on these points. The most common form of negotiation depends on the taking and subsequent relinquishing of a position...
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