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aggressive negotiations

The following items are tagged aggressive negotiations:

Negotiation Research: Using Hypothetical Questions in Aggressive Negotiations

Posted by & filed under Negotiation Skills.

Even when we’re engaged in aggressive negotiations, we can still frame things to keep the proceedings amicable. In a paper published in the Negotiation Journal, University of Amsterdam researchers Diyan Nikolov Grigorov and A. Francisca Snoeck Henkemans suggest that a particular kind of question may be especially useful when delivering offers and proposals in negotiation: hypothetical … Read More