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8 Negotiation Behaviour

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Chapter Summary

Good negotiations and icebergs have one important thing in common: there are not too many of them around. But by dint of numerous studies we do know remarkably well what it is that successful negotiators do during the negotiation. They conduct themselves in a markedly different way from the average negotiators with whom they were compared in these studies. Negotiations often take a very unfortunate course when one side makes an attack on a person or an object, and the resulting defence leads to an escalation of words like a duel. A good negotiator is necessarily a good communicator. One important instrument for effective communication is behavioural labelling, describing what you plan to say before you say it.

Keywords: icebergs; negotiation



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