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... This is not due to the fact the words fall into the common verbal category of slang, but in the world of business negotiation one can never assume that a professional colleague knows what one means because they know who one is, on a personal, emotional level. ...
A small difference of definitions, one might say, but one which can have a large impact upon negotiation strategies. ...
The Negotiation Strategy
In her article detailing the difficulties of conducting negotiations across borders, Deborah M. Kolb refers to what she calls “the shadow negotiation” or “the underlying relationship that develops and evolves whenever people bargain. ... To focus on the shadow negotiation is to examine how parties manage impressions, claim and maintain legitimacy and credibility, assert power and influence, and shape perceptions. ...
Negotiating Tactics
The American firm of Wal-Mart must convince the French firm of its understanding of the French wine market, and the fact that it is savvy on some level, to the tradition of French wine and culture, conveyed through a respect for the more leisurely French negotiation process, approach to time, and a less confrontational negotiating style than might be normally used.
Approximate Word count = 2153
Approximate Pages = 8.6
(250 words per page double spaced)
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