MANUAL TEAMWORK, LEADERSHIP AND NEGOTIATION

TEAMWORK, LEADERSHIP AND NEGOTIATION

10.1.3. The boundaries of the two sides overlap

Interestingly, this positioning between the two sides occurs with some regularity in negotiations involving well-trained negotiators with novice negotiators, yet we will very rarely know that our boundaries have fallen within those of the other side, because if they do, negotiators avoid reporting the error and play along.

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