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What Is Negotiation,and What Impact Does It Have on the Negotiators

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Essay

What is negotiation,and what impact does it have on the negotiators when they are from the same organisation?


Definitions:

Sensory Adaptation

The process by which sensory receptor cells become less sensitive to constant stimuli over time, allowing organisms to focus on changes in their environment.

Sensory Inhibition

The neurological process by which the brain tunes out repetitive, irrelevant stimuli while remaining sensitive to others.

Reaction Formation

A defense mechanism where an individual behaves in a way that is opposite to their own uncomfortable or unacceptable thoughts or feelings.

Paradoxical Heat

A sensation of burning heat felt when a cold stimulus is applied to a specific area of the skin, typically due to nerve damage.

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