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Value Negotiation: How to Finally Get the Win-win Right by Horacio Falcão

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13. Commitments

Learning Objectives:

• What the BOpoT is

• What are the rational and emotional sides to commitment

• The role of intuition and other decision-making systems in commitment

• How regret impacts our choices

• How to say yes and get what we want

• How to say no positively

• How to overcome a last-minute “no” or an impasse

A successful negotiation process anticipates and deals with many of the complicated commitment variables. A commitment happens when the parties respond to the “best option on the table” (BOpoT). In an instant, a “mental click” has the parties decide to say yes or no to the BOpoT. A good bridge and value pursuit may give the impression that commitment comes about easily and quickly, but this is rarely the case. ...

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