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Interpersonal Negotiations by Len Leritz

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3You Get What You Believe

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Learning Objectives

By the end of this chapter, you should be able to:

•  List three ways our beliefs impact our negotiations.

•  Describe the primary self-limiting and empowering beliefs.

•  Cite examples for each of the four types of boundary-creating beliefs.

•  Describe five options for effectively managing self-limiting beliefs in negotiations.

PERCEPTIONS AND BELIEFS

Our perceptions and beliefs go a long way toward determining the results that we get in our negotiations. Our beliefs affect our emotional energy and motivation. They precede everything we do. They determine what we do and don’t do, and they determine ...

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