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Negotiation and Self Portrayal

Discuss how much you think people portrayed themselves accurately, as opposed to portraying themselves in the way they want other people to believe. How might you use information about the discrepancies between the way people portray themselves and what actually occurs during a negotiation to your advantage?

627 words, three references (two peer reviewed)

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A negotiation is a dynamic thing, it waxes and wanes with giving that seems like taking, and taking that seems like giving. In the sense that every meeting and every conversation is a kind of negotiation, one's own personal perspective is also a kind of bias. Good negotiators use silence and may take extreme positions in order to bring the conversation closer to an unrevealed line in the sand. The argument from the 'other side' of the table may be completely valid, but what is reasonably or even rationally valid is not necessarily politically valid. If a negotiator sees a hole in a position, they will exploit it. Negotiators may use a strategic or synergistic, depending on what is being negotiated and who is at the negotiating table. Sometimes, it may be useful to waft between the two, to keep the other side off balance. A negotiator must also "know" the 'other side' - the history of the relationship, the history of the person you are negotiating with, the history of past conversations, and the history of the positions taken (by both sides) in previous conversations. A good negotiator can ...

Solution Summary

This solution addresses the power of negotiation as an influencing tactic.