What Differences Between the Behaviors of Expert and Amateur Negotiators

question 14

Essay

What differences between the behaviors of expert and amateur negotiators have been documented in studies by Neale and Northcraft and by Thompson?

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Definitions:

Descent Group

Any kin group whose members share a direct line of descent from a real (historical) or fictional common ancestor.

Clan

An extended unilineal kin group, often consisting of several lineages, whose members claim common descent from a remote ancestor, usually legendary or mythological.

Lineages

Social groups or entities comprised of individuals who trace their ancestry to a common ancestor in a direct line, often playing significant roles in societies' organization.

Ancestor

A person from whom one is descended, often referred to in a familial or cultural context, and sometimes revered.