15.01.2015 • Views

Moshe Cohen symposium keynote presentation

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Emotional Response Curve<br />

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Emotional Response Curve 6

Defining Success Traditional: • I got what I wanted • I convinced the other person to agree with me • I won and the other person lost Collaborative: • I met my interests • I created as much value as possible for myself • The relationship with the other party was strengthened 7

Page 1 and 2: Collaborative Negotiations Presente
Page 3 and 4: Agenda • Negotiating Styles • A
Page 5: Negotiating Style Characteristics
Page 9 and 10: Emotions in Negotiation • Appreci
Page 11 and 12: Effective Communication Interactive
Page 13: Next Steps / Suggested Reading •

Moshe Cohen symposium keynote presentation

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