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Negotiating Skills


In this chapter we present five negotiation skills that can be learned and developed by the novice negotiator, and applied to the end-of- chapter Learning Exercise, “Settling a Lawsuit.”

Skill 8.1 Identify ethical systems that may guide parties to a negotiation.

Skill 8.2 Determine the substantive fairness of a negotiation.

Skill 8.3 Ensure the procedural fairness of a negotiation.

Skill 8.4 Distinguish between concealment behaviors in negotiations that are ethical and those that are unethical.

Skill 8.5 Learn to create trust in a one-shot negotiation and in a long-term negotiating relationship.






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