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Negotiation Approaches
Storyboard Description
Different approaches to negotiation have different characteristics.
Texte du Storyboard
- Glisser: 1
- Soft Negotiation
- Italian?
- See you then!
- Participants are friends; goal is agreement; trust others; make offers
- Glisser: 2
- Hard Negotiation
- I will buy a car!
- Participants are adversaries; goal is victory; distrust others; make threats
- Glisser: 3
- Principled Negotiation
- Possible Solution
- Possible Solution
- The Problem
- Possible Solution
- Best Solution
- Participants are problem solvers; goal is wise outcome; trust not a factor; explore interests.
- Glisser: 0
- I will sell a car!
- Dinner?
- 7pm?
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