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The One Minute Negotiator by George H. Lucas, Don Hutson

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The One Minute Negotiator Handy Glossary

Accommodation A negotiation strategy based on carefully meeting the demands of the other party due to one’s own weaker power position (high cooperation/reactive).

Activation One’s tendency to be either proactive or reactive in the engagement process.

Analytical An interaction style that is slow paced and task focused. People who have this style as dominant tend to pursue a negotiation strategy based on data collection and, frequently an avoidance of a decision in public.

Amiable An interaction style that is slow paced and people focused. People with this style as dominant tend to use an accommodation negotiation strategy as they attempt to make everyone happy.

Avoidance A negotiation strategy based on ...

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