In the negotiations, the correct definition of the strategy of your partner is vital. Only then will you be able to constructively influence their behavior - or adapt accordingly, they do. This case - and the associated computer exercises (modeling negotiation strategy) -) light as a thoughtful process of probing and testing, the negotiator can determine whether the other party is generally cooperative or competitive. The material also shows how the benefit of such training should be weighed against the potential costs to be provocative. "Hide
by Gregory Barron, Michael A. Wheeler 4 pages. Publication Date: August 14, 2007. Prod. #: 908015-PDF-ENG
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