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PastNo - Skilled Negotiators Skilled negotiators...

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Skilled Negotiators
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Skilled negotiators: explore more options focus more attention on common ground more time on long-term issues (majority  of time still spent on short-term) ranges rather than pt. objectives consider issues independently (issues  vs. sequence planning)
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Attributes of Successful Negotiators Patience Communication skills Persistence Flexibility Tact Open-mindedness Subject knowledge Willingness to take  risks Physical stamina Self-confidence Decisiveness Creativity Willingness to listen Self-control Long range outlook Sensitivity to interests  of others
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What If They Won’t Be Integrative?
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Getting Past No Don’t React--Go to the Balcony Disarm Them--Step to their Side Change the Game--Don’t Reject, Reframe Make It Easy for Them to Say Yes--Build them  a Golden Bridge Make It Hard to Say No--Senses, not Knees
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