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The Intelligent International Negotiator by Eliane Karsaklian

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Chapter 1

What International Negotiation Is Not

It seems negotiation has expanded from just a term we use in business. Now it’s something that is integral in our daily lives.

Ask people, What’s negotiation? Chances are you will hear words such as conflict, tension, winning and losing, concessions, price, and contract. Interestingly, this question will rarely evoke responses like dialogue, commitment, exchange, and culture. Negotiation has become a trivialized word that people use without knowing what it really means. That is why many people shy away from it, because they think that it implies conflict. When undertaken with confidence and understanding, negotiation is a creative interpersonal process in which two parties collaborate to reach ...

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