Human Element in Negotiations
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Stuhlmacher, A., & Adair, B. (2014). Chapter 10: Personality and negotiation. In Benoliel, M. (Ed.), Negotiation excellence: Successful deal making. 2nd. Ed. Hackensack, NJ: World Scientific Publishing Company. [EBSCO eBook Collection]
After reading this assignment, prepare a 3- to 4-page paper in which you discuss the extent to which you agree that being prepared to interact empathically and congenially and to apply the concept of mutuality with those at the negotiating table is key to preparing for success in any negotiations.
Explain your reasoning, give some examples and offer some theoretical support from your readings. Draw on the background readings and search in the Trident Online Library to find some papers/articles to support your argument and show them in the reference list.
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