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Part VII: Negotiation decisions > Unit summary: Negotiation decisions

Chapter 23. Unit summary: Negotiation decisions

Topic A In this topic, you learned about negotiation strategies. You learned that, to improve your negotiation strategy, you should consider all the alternatives, understand surface and vested interests, and identify the importance of each other’s interests. You also learned how to improve decision outcomes by contingent agreements and gathering information.
Topic B In this topic, you learned about the pitfalls in decision making during negotiations. You learned that the pitfalls are adopting a win-lose attitude, using an inappropriate decision frame, permitting conflict to escalate, being overconfident, and overlooking the perspectives of others.



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