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zopa negotiation

The following items are tagged zopa negotiation:

Metaphorical Negotiation and Defining Negotiation Skills

Posted by PON Staff & filed under Negotiation Skills.

Negotiators talk about building agreement, bluffing the opposition, and volleying offers back and forth. According to mediator Thomas Smith, careful attention to such metaphors can reveal deeper meaning beneath the explicit words that people use, notably regarding how they view the negotiation process and their relationship to one another. … Read More