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The Effective Negotiator — Part 2

1978; Emerald Publishing Limited; Volume: 2; Issue: 7 Linguagem: Inglês

10.1108/eb002302

1758-7425

Neil Rackham, John Carlisle,

Families in Therapy and Culture

A. Introduction 1. Resumé In our first article we presented a case for using behaviour analysis as a method of differentiating between successful and average negotiators. Our findings about the successful negotiator's behaviour during a negotiation are summarised below.