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

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Relationships in Negotiation

Most people negotiate in their personal lives. For example, people negotiate with spouses, friends, and neighbors (see Valley, Neale, and Mannix 1995). People also negotiate on a repeated basis with others in their personal life who do not necessarily fall into the categories of “friends” or “family” (e.g., homeowners negotiating with contractors; parents negotiating with other parents concerning car-pool arrangements; parents negotiating with nannies concerning child care, and so on). In addition to negotiating in our personal lives, we also negotiate in our business lives, with colleagues, supervisors, and staff members. In some cases, our personal life is intermingled with our business life, in a relationship that ...

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