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Essay text:
The perception of loss is greater when we think the deal is almost closed
? Previously to closing the deal, he returns what it took, but immediately after he takes something else to continue to negotiate
? The achievements are not returnable (irreversibility of the story)
? Solves his problems causing problems to the others
? “All the generosity of the opponent should be seen as a weakness”
? “Lying to death”
Soft Negotiator
? It is the opposite of the tough negotiator
? In the top of his priorities is the person with whom he negotiates: "we are friends", "if you want, I will sacrifice for you"
? Always trust in the other part
? An agreement is enough
? Typically makes an error of projection – reflects in the other his tastes
? Leaves too much money on the table
? It emphasizes too much the relationship
? It is not oriented to the result, i...
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Common topics in this essay:
- Distributive Negotiation vs. Integrative Negotiation
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- NEGOTIATION
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