Class 8 - Today's Overview Reading Review Debrief Prosando...

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Today’s Overview Reading Review Debrief Lying and Negotiation Advocacy vs. Inquiry Listening Labs
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Casino Debrief The “What Happened?” Conversation Who said and did what? Who is right? Who is to blame? The Feelings Conversation Are my feelings valid? Should I share them? What about the other person’s feelings? The Identity Conversation What does this mean to me? Does this affect my self-image? What is my contribution?
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Page 3 Interests Options Criteria A Framework for Negotiation If “Yes” Commitment If “No” Alternative Communication Relationship
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Why People Lie  In Negotiations
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Unhelpful Assumptions About Lying Negotiations are static events What is measurable now is most important Trust is easy to re-establish It’s better not to expose your interests I shouldn’t tell the truth if they don’t I can selectively decide when to tell the truth Lying is just part of negotiation As long as its legal, it isn’t lying
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Advice on Telling the Truth Choose who you negotiate with and your context carefully Be honest and congruent with yourself
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Class 8 - Today's Overview Reading Review Debrief Prosando...

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