I. Nature of Styles and Tactics What are styles? -Negotiating tactics used together frequently A collection of tactics comes together and becomes a style What are tactics? Tactic- individual moves people make to carry out their general [negotiation] approach Action in a negation to affectionate ones goals Tactics used numbers of times become styles Styles are overview, tactics are individual norms II. Five Style Approach Integrating, Obligating, Dominating, Avoiding, Compromising…
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