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The Context

The context of a communication includes both the external and internal environment of the interaction.

The External Environment

The external environment is the physical setting where the communication takes place—your office, someone else’s office, a neutral work environment like a conference room, or a social setting like a restaurant. Whenever a conversation takes place on one person’s turf, that person has a decided advantage in negotiation. That’s because he or she feels more comfortable in that environment. If you are on neutral territory, then all things being equal, you will interact on a more equal basis.


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