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Mind and Heart of the Negotiator, Second Edition, The by Leigh L. Thompson

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Situation Assessment

In addition to sizing up oneself and sizing up the other party in a negotiation, the negotiator is well advised to assess the negotiation situation. In some types of business interactions, there are norms that differ radically from other business situations. Assess the following before negotiating (see Raiffa 1982).[2]

[2] Many of the questions that follow are suggested by Raiffa (1982); we also expand his list.

Is the Negotiation One-Shot, Long-Term, or Repetitive?[3]

[3] Raiffa, H. (1982). The Art and Science of Negotiation. Cambridge, MA: Belknap.

In a one-shot negotiation, a transaction occurs, and there are no future ramifications for the parties. Most negotiation situations are not one-shot situations, in which the parties ...

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