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Differentiate Principled Negotiation from Positional Negotiation

question 18

Essay

Differentiate principled negotiation from positional negotiation.


Definitions:

Active Listening

The practice of fully concentrating, understanding, responding, and remembering what is being said.

Credibility

The quality of being trusted and believed in; the ability to inspire confidence.

Source Acceptance

The extent to which the information provided by a source is accepted as credible or convincing by a recipient.

Empathy

The capacity to understand or feel what another person is experiencing from within their frame of reference, essentially placing oneself in another's shoes.

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